How To Build Confidence In Your Sales Presentation

Question: What does a successful sales professional look like?

Answer: To start with…successful people are confident.

Confidence is one of the most under-appreciated, underrated traits of successful professionals. This is particularly true for sales professionals. That’s because, in the sales process, you need to have enough confidence for both you and your customer.

Many customers approach the purchase process lacking confidence. It’s unfamiliar territory for them. Fortunately, that prospect also perceives – and then adopts – an abundance of confidence from their sales professional.

That’s why your confidence, as a salesperson, is so critical. Your customers actually gain confidence through their interaction with you.

To be clear, I am not talking about arrogance in any way, shape or form. There should be nothing about your attitude or presentation that a prospect would find to be off-putting. You can be wildly confident without a touch of arrogance.

Now you might be asking, “How do I raise my level of confidence?”

Trust me… It’s not by willing yourself to be more confident. It’s not about looking in the mirror and repeating various motivational affirmations (which make you feel silly anyway).

Confidence is the convergence of two things: Belief and Mastery

When you believe very strongly in what you’re doing and why you’re doing it, and when you have mastered the accompanying skill set, you will feel confident. It’s as simple as that!

Think back many, many years to when you first learned to ride a bike. At first, you had no confidence. You did not believe you could ride without falling, and you did not have the skillset to pull it off. With encouragement from a parent (belief) and repetition (mastery), your confidence grew.

The situation is absolutely no different when it comes to sales performance.

Collectively, belief and mastery bring confidence, and CONFIDENCE is a crucial key to success.


The First App For Sales Professionals


About the Author: Jeff Shore

Jeff Shore

Jeff Shore is the Founder and President of Shore Consulting, Inc. a company specializing in field-tested and proven consumer psychology-based sales training programs.

Jeff is a top-selling author, host of the popular sales podcast, The Buyer’s Mind, and an award-winning keynote speaker. He holds the prestigious Certified Speaking Professional designation from the National Speakers Association and is a member of the NSA’s exclusive Million Dollar Speaker’s Group.

With over 30 years of real-world, frontline experience, Jeff’s advanced sales strategies spring from extensive research into the psychology of buying and selling. He teaches salespeople how to climb inside the mind of their customers to sell the way their buyers want to buy. Using these modern, game-changing techniques, Jeff Shore’s clients generated over $30 billion in sales last year.