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.