“Giving people self-confidence is by far the most important thing that I can do. Because then they will act.”
How many times have you heard this in business, “you either have it or you don’t”? When it comes to sales confidence, some salespeople have more than others. Does it have to be that way? I don’t believe so.
To be successful in selling, each day before you get your first cup of coffee, schedule a follow-up appointment, or make your first sales call, your top priority is to sell yourself on YOU!
When selling, absolute self-confidence is a necessity
You must be able to see yourself as the best person for the job. You must have the confidence in your skills, experience, training, education, relationships, product knowledge, service, industry, etc.
Why is confidence so crucial to successful sales professionals and business owners? If you don’t have it, how can you expect customers and prospects to have trust and confidence in you?
“Be as you wish to seem”
From time to time, it’s not unusual for sales professionals and business owners to have doubts and question the competitive advantage of their products and services. Sometimes they even question their company or themselves. In doing so, this may lead to a loss in self-confidence. So what can you do about it?
Your goal is to increase your confidence level to change your attitude and the way you approach sales challenges. With enough confidence, you will change your professional image and your selling ability. In the end, your selling confidence will bring the desired changes to your business and life.
The best way to build confidence is on purpose.
“Building confidence can be accomplished in many different ways” says Gavin Ingham, author and motivational speaker. Out of all the strategies I know of, these 5 ½ are my favorites.
- Collect testimonials – Asking and receiving testimonials after closing a sale or providing a service will work wonders in building confidence. Imagine a folder full of testimonials from satisfied customers who rave about you and your service. Keeping track of your testimonials will remind you about the value that your products, services, and ideas you provide. Sales professionals will sell more and at higher prices, if they truly believe in the value they provide.
- Keep a sales success journal – What was your biggest sale? Can you list the top five biggest deals you have ever closed? How often do you think of them? If you can’t remember, it’s been too long. Most people in business downplay their successes on a regular basis. If you don’t stop and think about ALL of the success you have achieved, you may focus on the near misses. When you need to boost your confidence, read your success journal.
- Accept and acknowledge compliments – Remember the last time you helped someone complete a task, and they thanked you for helping them? Did you mumble something like, “No big deal”? There are many things we learn growing up, and being humble is one of them. Next time you receive a compliment say, “Thank you” and be quiet. This might feel a little unnatural at first, but once you start accepting compliments on a regular basis it will become a habit, and a good one at that.
- Ask what – This is an optional add-on technique for step 3, and it can really influence your confidence quickly. The next time someone comes up to you to give you a compliment, maybe after a sales presentation, say, “Thank you, I’m glad you enjoyed it. What did you like best about it?” Then be quiet and listen; that’s it. You can use this approach whenever you want to reinforce your confidence.
- Use role models – Mostaccomplishmentbusiness people will tell the quickest way to achieve success is to model the actions of other successful people. A good role model is a shining example of positive strategies. To start, select a very confident sales professional or businessperson. Study their values, beliefs, decisions, actions, and behaviors. Start doing more of what works, and see what happens.
5.5 Be prepared – Like the Boy Scout motto, using this method before any sales activity will prepare you when you may not feel as confident as you wish. To help you focus your thoughts and actions on the upcoming event, answer these three questions:
- What do I need to feel more confident for this event?
- If I were completely confident, how would I act?
- How do I continue to be confident at all times?
These are only suggestions, please create your own questions to match the situation, and confidence level needed. By developing your sales confidence, you will be able to sell more effectively and increase your revenue.
The strategies you create are extremely powerful, and regardless of what strategies you choose, (only you know what works best for you) please practice using them on a regular basis to gain and maintain your confidence.
How will you use your confidence to sell with Purpose and Passion?