1 Quality that Separates Top from Average Sales Performers
I was so excited to take my first direct sales role. I was excited about the idea of being successful, meeting new clients, the amazing variety of daily activity that a career in sales would bring. My excitement and enthusiasm came to a screeching halt when I learned the position I had accepted would be 100% cold-calling business in my territory, with zero leads. I did everything I was told to do in the sales training: focus on activity vs. results, ask for referrals, plan my work, work my plan...I had never worked as hard as I did that first year in direct sales. Secretly, I wanted to quit midway through the year. A voice in my head said 'don't quit - learn to sell, and you will go places.' Years later, I am glad I did not quit as I spent 2 decades in sales and 1 decade in corporate sales training. As I reflect back, there were many keys to success. The biggest key to being successful in sales in my experience: sales confidence.
Building confidence in sales and business development is essential for achieving success and driving growth in any business. At its core, confidence in these areas is about believing in your ability to deliver value and solve problems for your clients. Here are some key strategies to bolster your sales confidence:
Understand Your Value: Confidence stems from knowing how your product or service can positively impact your clients' lives. This understanding not only empowers you but also assures your clients that you are credible and capable. By focusing on the unique value you offer, you build a solid foundation of self-assurance. Enthusiasm means 'I am sold myself;' it is critical that we believe in our products, services, and solutions.
Develop Empathy and Active Listening Skills: Sales is not just about talking; it’s about understanding. By sharpening your listening skills, you can truly understand the needs and challenges of your clients. This understanding allows you to tailor your offerings effectively, demonstrating your commitment to client success. Be here now - eliminate distractions and be present.
Embrace Rejection as a Learning Tool: Developing a resilient mindset is crucial. Rejection is part of the process, but it provides invaluable lessons that can help refine your approach. By viewing each "no" as a stepping stone, you build resilience and confidence in your ability to succeed. Even the best sales and business development professionals will not close every sale. Remember, it is a numbers game.
Prepare Thoroughly: Confidence is closely related to preparation. Know your products inside and out, and be ready to present them in a way that resonates with your audience. A well-prepared salesperson exudes confidence, which helps put clients at ease. Pre call planning, setting the agenda for the call, and always scheduling the next steps and follow up are critical. Also, thanking the client or prospect for the meeting within 24 hours of the meeting sets you apart from others.
Engage with Your Network: Leverage your existing relationships to build credibility and gain referrals. Networking not only increases your client base but also boosts your confidence by reaffirming your abilities through endorsements and recommendations. Networking also breaks up the day and being around others can be energizing for most of us. Everyone knows someone. I have met contacts who contact me years later for speaking, sales, and consulting opportunities. You never get a second chance to make a first impression.
By implementing these strategies, you can enhance your confidence in sales and business development, ultimately leading to more successful client interactions and business growth. Remember, confidence is contagious; it inspires trust and fosters strong, lasting business relationships.
Curious?
My ⭐️ Northstar: I collaborate with leaders and teams to accelerate sales, elevate performance, and amplify success by simplifying sales complexity. Ask me how to master 'The Sales Confidence Code.' We play 2 games in sales: the 'inner game' habits and mindset, and the 'outer game' tactics and action. Remember, the best investment you will ever make is in...yourself and your business. This is my commitment to you and everyone I serve!
Questions? Reply to this email and let's have a conversation.
Amy
