7 Tips for Building Confidence in Sales
One of the best definitions of confidence that’s out there is “knowing what you know.” This isn’t Psychology double-talk; the definition refers to the awareness that you have to ability to successfully complete a given task.
Confident people can point to a track record of success. They think like winners because they know they are, and much like any other field, top salespeople have figured out the best ways of building confidence in sales.
Scientific studies have identified more than 30 traits salespeople who have discovered the keys to building confidence in sales possess. I’m going to concentrate on the 7 most important ones.
The 7 Tips for Building Confidence in Sales
1. Focus and build upon your abilities
Confident salespeople know their strengths and they work to develop them. Everyone has succeeded at something during their lives.
Some successes are more noteworthy than others because they generate more money, satisfaction or fame, but the key to building confidence in sales is to focus on your areas of strength and absolutely excel at them.
2. Reduce or eliminate negative influences in your life
One of the best ways of building confidence in sales is to surround yourself with successful, goal-oriented people.
Positive, optimistic people motivate us to achieve. Would you rather be mired in self-doubt along with the negative people you know or do you prefer to associate with action-oriented people who reach out for life with all of the enthusiasm they can muster? The choice is yours.
3. Learn from the experiences of other salespeople and sales managers
Invite a successful salesperson or sales manager to lunch and find out how he or she got really good at building confidence in sales. Successful people are usually more than willing to discuss their philosophies, work habits, and business practices with a motivated salesperson that is willing to listen.
4. Prepare to be great
As fundamental as this sounds, most salespeople don’t understand how critical this is in building confidence in sales. This can be broken down into a single word: practice.
Practice is an absolutely vital component of building confidence in sales. It’s nothing more than imprinting successful efforts on your brain and success begets success. Merely remembering your sales victories can give you an edge.
5. Keep an open mind
Look for better, more efficient ways of doing things. Successful, confident salespeople don’t stagnate and do things the way they’ve always done them.
A large component of building confidence in sales is uncovering better, easier ways of doing things and building upon them. When we expand our horizons, ideas flow freely to us. Get “unstuck.” The most successful salespeople at building confidence in sales are leaders in sales innovation.
6. Confident salespeople recruit allies
I’m always amused when I hear a salesperson boast “I did it all on my own.” The truth is that no one ever accomplished anything worth bragging about entirely on their own.
Human beings cannot work in isolation. We need and depend on others for some kind of support. People provide information, emotional support, advice and thousands of other services vital to the completion of a project.
7. Dwell on successes, forget failures
Practice improves performance in virtually everything, but not necessarily for the reason you would think. Repetition has nothing to do with it. “If it did, we would learn from our errors instead of our successes,” says Maxwell Maltz. Instead of remembering errors, the brain remembers and reinforces successful attempts while forgetting the miscues.
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