You must transfer this quality onto the prospect if you’re to succeed.
We need to focus on how we make people feel and what we want them to feel. How does our product or service make them feel? How confident are they in what we offer? Do they believe it will work for them? What’s their experience been with similar offerings? Remember that the confused prospect doesn’t buy. They move along to go and find clarity and confidence to buy elsewhere. If they don’t understand the benefit or don’t get how something will work for them or have unanswered questions surrounding their project, they will wait. It is the job of the salesperson to transfer their confidence onto the prospect, getting him to believe in the solution and that it will work for him.
Sales is confidence transfer. Just like leadership.
Sales, like leadership, is confidence transfer. You are getting people to believe in something, in themselves, where they otherwise wouldn’t. Most people don’t walk around being supremely confident in what they’re doing and where they are going. Most people are bumbling along from one thing to the next in the hopes that something they do lands properly for them. They’re grasping at straws. Bumbling along is not leadership. It isn’t strategy. It is the bottom of the barrel of execution. People need to feel confident about something before they take action, especially when it comes to purchases. They need to feel that they can do it. They need to feel that they believe in themselves enough to follow through. They need to feel that if they need help, you’ll be there to help them complete the task. They need to see that if this doesn’t work out 30 or 60 days down the road for them, they have a money back guarantee. They need reassurance and confidence to do the deal. The bigger the purchase, the more necessary this reassurance is. It is all about transferring that confidence onto the prospect. You make it happen.
You must have confidence.
All of this is why having confidence in what you are selling is so important. If you aren’t confident in what you’re selling, who else is? The competition? If so, you’ve got problems. Confidence comes from experience. It stems from successful interactions and behaviors built up over time. Success upon success upon success earns you confidence. It is never something simply handed to you out of the gate when you’re new. Like a good bonus, it must be earned. The great news is that confidence builds upon itself: the more you have it, the more it builds up for you.
Believe in your ability to figure things out.
Confidence also stems from having deep self-belief in your abilities to figure things out. Naturally, not everything is going to go your way. Many things will move against you in your career. It isn’t will bad things happen. It is what will you do about these bad things that happen? How will you choose to react? What will be your next bold, positive move? With the experience and confidence in your ability to figure things out, you will discover that most of the bad things are just another one of those. You will have seen this before. You’ve been through this and came out on the other side of the dark tunnel in-tact and just a little dusty from being knocked down a few times. You’re good. You’ve still got it. In fact, you have more than got it: you have the experience having gone through it and the foresight to see it through to the other positive side. There’s nothing like a quiet, confident leader to help steer the ship in times of upheaval and tumult.
People look to you for guidance and confidence and reassurance. — -
