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The one thing most new salespeople lack more than anything is the ability to sell with confidence. Being able to confidently deliver your pitch and answer the prospect’s objections is one of the most important skills to master on your way to becoming a sales pro.

To sell, you must believe in your product or service – and believe in yourself. Your selling skills depend, in large part, on your level of self-confidence.

Other people sense whether or not you believe in yourself, and by extension, whether or not you believe in what you’re doing. That belief is what persuades the customer or client to buy the product or service.

Therefore, building your self-confidence will improve your selling skills.

Build Your Self Confidence When Selling …

1. Focus and Build Upon Strength Areas

successful-business

Confident salespeople know their strengths and they work to develop them. This comes from being self-aware, not from being arrogant.

So identify an area you or your team naturally excels at, and then get coaching to develop it even further.

This will help you or them improve in that area. But even more, it will help them build self-confidence when they’re faced with areas they find challenging (for example – delivering a sales presentation.)

2. Replace Negative Energy with Positive Influences

One of the best ways your salespeople can build their confidence in sales is to surround themselves with successful, goal-oriented people.

The sales manager should set the example by being positive and confident themselves, and avoiding negativity when possible.

Positive, optimistic people motivate us to achieve. Try pairing up new sales reps with a mentor who can help them develop their skills and build their confidence.

3. Learn from the Success of Others

the Mentor and Mentee Relationship

A mentor is great for this. However if you are a team leader then you should work to build a culture where your members regularly share “tribal knowledge.”

When a member of your team achieves success, recognize it and ask them to present their success story at your next team meeting.

They’ll own that area of expertise and increase their own confidence level. At the same time, they’ll  help their team members to achieve the same success.

4. Learn from Successes and Failures

We will all experience success and failure. They’re both a necessary part of life.

It’s how we react and learn from our successes and failures that makes the biggest difference.

When you or your team fail at something, be coached or coach them to use it to their advantage. They should learn from it, brush themselves off, and go back out there stronger than before.

When you experience a win, you should do the same thing. Examine what went well, and replicate it in the future.

While a win can provide a confidence level boost, you should learn to always be thinking about the next opportunity on the horizon.

Your Self Image from Negative to Positive5. Develop a Strong Positive Self-Image by Seeing Yourself as an Expert in the field

See yourself as a bearer of good news, a problem solver, and a competent, knowledgeable expert. Realize that you have information and ideas that will add value for your prospect.

6. Visualize Success

Many Olympic athletes use visualization techniques to become medal winners in worldwide competition. Close your eyes and imagine that you’re having a successful interaction with your prospect. Imagine feelings of positivity happening as you see yourself winning in your mind’s eye.

7. Realize that your Good Ideas can Help the Prospect.

People are hungry for ideas, and a prospect is likely to be interested in an idea that’s going to be of benefit to him or her in some way. Instead of seeing yourself as selling a product, see yourself as giving away good ideas.

8. Feed your Mind with Positive Thoughts

Mindset

Classic motivator Zig Ziglar once said;
“…that being selective about the things that you choose to read, look at, or listen to is a key way to guard against negative thinking.”

If you change the mind’s input, you will change your emotional output.

9. Start Each Day Congratulating or Thanking Somebody

It’s amazing how your outlook will change when you start each day thanking someone else.

We make better decisions when we have a clear mind, and the best way to clear your mind is to focus on expressing gratitude to those people around you. Along the way, we feel much better about ourselves as well.

When you take the time to notice what another person is doing and you congratulate them, you’ll suddenly find yourself being more aware of your own talents and accomplishments.

10. Set Weekly Goals

These goals should be ones you know you can achieve early in the week.

success-when-goals-are-written-out

Success breeds success.  Some may see this as being contrary to being successful, but I see it as a valuable tool that works.  Each week, set yourself one or two goals you know you can accomplish early in the week.

When you accomplish them, congratulate yourself. You will be amazed at the impact this method will have on your level of confidence.

This does not mean you shouldn’t also have big long-term goals. What this means is the weekly goals you intend to accomplish early in the week should help move you closer to achieving your big long-term goals.

11.Think Long-Term

When we allow ourselves to focus our attention on short-term things, we are more likely to view things as being overwhelming. Thinking long-term allows us to put what seems like a bad situation into context.

Think back a few months or a few years and remember what it was you were worried about. Fast forward to today and most likely you’ll find yourself wondering why you would have been worried about something that small.

Time helps put everything in context, reduces pressure and allows you to be more confident.

12. Don’t feel that Your Success is Dependent on Someone Else

Only you can define confidence and success.  It’s a personal decision you have to make.

Negative people allow themselves to be seen as victims. Confident people do not allow the concept of being a victim to enter their thinking.

13. To be Confident, You Must See Yourself as Confident

Heroe's Journey

Ground yourself in your beliefs and your personal integrity. There is no way others will see you as confident unless you see yourself as confident.  In the end, you’re the one who will determine your level of confidence.

Going around comparing your level of confidence to how other people see themselves will only lead to arrogance.

Arrogant people are those who view themselves as no longer needing to learn from others, and when this happens they will quickly find themselves isolated from others.

Ask yourself, “How successful will I be in sales if I’m isolated from others?” 

When you look at the above 13 ways to boost your confidence, which ways really resonate with you?

Don’t delay in building confidence that will positively impact not only your sales career, but more importantly, your life overall!

NEED HELP? A coach can help you excel in your sales career!

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Talk Soon,
Dave Cane

The best satisfaction one can get is when they are selling solely because of the “why” we sell.

At exactly the same time, the most challenging time we’ve had is when we are focused on our very own personal targets at the expense of the clients to whom we were selling to.

The biggest sin a salesperson can do is to sell a lot more than anyone could handle. It could be an absurd amount of inventory or even a  product that is a trendy that does not solve an existing problem. A salesperson that sells to customers without acknowledging the “why” does not get repeat customers.

A sale that’s not worthwhile for the client is not really a sale. Read more

Successful negotiating requires you have a technique. The clearer you are on  strategy before negotiating, the more lucrative you’ll be. At the core of the strategy is what Mark Hunter “The Sales Hunter” calls the “3 Ts of Negotiating: Trust, Time, and Tactics.”

Master these as part of your selling skills! 

As these 3 T’s of Negotiating when used well will boost your motivation in sales and can increase your profits.

1st T of Negotiating is Trust

The more trust you and other party have in one another, the less need to negotiate. The chance is at knowing if the trust is real or only perceived.

trust

Trust only comes with time and the having quality interactions with your client. Remember quality not quantity is important.

To measure the degree of trust you established, consider what your partner has told you about their company or even themselves. As the more they let you know things that is not known by others, the greater trust they have got in you.

Perceived trust is blind and can get you in big trouble rapidly. It often comes when the other party is an excellent communicator and is easy to get along with.

Time Management2nd T of Negotiating is Time

The more time you have before it’s essential to finalize an offer, the higher your leverage.

If time is of the essence to you, then don’t allow the client to really know what your timeframe is.

An excellent negotiator will use time to their benefit by knowing timelines that the other party is dealing with – without disclosing anything apart from what is essential to help close the negotiation.

2nd T of Negotiating is Tactics

Finally, people focus on using tactics when negotiating if they do not have an established level of trust with the other person or they really don’t have time working in their favor. The quantity and type of tactics a person will use is in direct proportion to the lack of trust they have together.

Tactics To Use In Business NegotiatingOne way of taking a look at the role these 3 Ts play in negotiating is to think about the total of the three equaling 100%.

If you have a high degree of trust both ways in your business relationship, then the use of tactics or leveraging time is not needed.  In cases like this, trust might be 100%.

Alternatively, if you have hardly any trust in the other party, then you will need to count on tactics and time to complete the negotiation.

The most detrimental circumstance would be when there is zero time to negotiate and there is absolutely no trust between the two parties. In cases like this, the only real “T” you need to use is tactics.

Your potential to improve the degree of trust will usually allow you to diminish the importance of time and tactics.

Start today paying close attention on the amount of trust that is present between you and each of your clients. We encourage you to you to really think about this, even if you are not currently in a negotiation situation.

Wise salespeople know how to examine each T with each client.The more adept you become at this, the better negotiator you will become.

Will be the three Ts part of your strategy?
They must be.

Talk Soon,

Nicky and Dave Cane

Related Article: How to Sell to Strangers – Our Step-By-Step Guide

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Strangers are only unknown to you because you do not know their desires, dreams and anxieties.

In the event that you start pitching products to someone you do not understand, you may meet level of resistance because people have a tendency to obtain people who understand them.

You could sell to strangers by firmly taking the time to get to know them. They don’t obtain you because you will need the sale; they’ll obtain you because you have ways to make their lives better.

Selling to strangers does not involve the use of tricks. It involves an empathetic approach to understanding what they really want. Read more

SalespeopleIf buyers could easily get by without salespeople, do you think they would?

It really is a fascinating question if you stop and consider the role of the salesperson. Naturally, taking into consideration the role within an abstract way is a very important factor, but how about considering it from an individual perspective? What goes on as a salesperson when you put your thoughts aside for an instant, relax, take a breath and honestly consider,

“What role will I play with my customers?”

If you ask a salesperson what value they bring to their buyers, you will most likely get smoke and mirrors. Once you ask this question of clients and specifically professional customers, you will get a totally different answer. For professional clients who visit a wide selection of salespeople, the worthiness they put on them is usually very little.

Are You Thinking About Why?

Read more

If you want to be a successful business owner or an entrepreneur, you’ll need to master different skills during your career.

Bill Pescosolido an internationally recognized leader and trainer told us about these skills. He is an authority on the topics of Prospecting, Recruiting, Content and Branding.

Today, we want to share with you the top three skills every business owner needs for long-term success.

Are you ready for long-term success?
If yes, read on.

Read more