Part One: Sell with Conviction
Salespeople often face two of the most common questions:
“What are your rates/fees?” or “What do you do for a living?”
Unfortunately, both questions set you up for what we call The Commodity Trap—forcing you into a conversation where you sound just like everyone else.
Every first conversation is an opportunity to differentiate yourself. The key is to lead with your unique belief proposition before transitioning into your value proposition.
Success requires intentional effort—taking the time to identify, package, and communicate what makes you special. This process is captured in a six-component opportunity statement that sets you apart from the competition.
Part 2: Belief Proposition
"Before I tell you what I do, let me share what I believe—and why I believe it—based on my unique past."
Do we want people to know and like you? Absolutely. But the real foundation of any meaningful relationship is built on trust and respect.
The first three components of your opportunity statement should focus entirely on you:
Your core belief (what drives you)
Your personal story (why it matters)
Your unique perspective (how it differentiates you)
By crafting a 5-10 word belief statement and aligning it with your personal journey, you transform your M.E.S.S. (Mentors, Experiences, Struggles, Scriptings) into a powerful MESSAGE.
Before others will believe in you, you must first believe in yourself—your why is what makes your message compelling.
Part 3: Value Proposition
Once you’ve established your belief proposition, it’s equally important to develop a value proposition that highlights your products or services.
The second half of your opportunity statement should clearly communicate:
How you do it differently (your competitive advantage)
Who you’ve helped before (your social proof)
How to ask for the business (your call to action)—even in the very first interaction
When you master these six components, your opportunity statement becomes more than just a pitch—it becomes your signature marketing message, setting the foundation for long-term success.