HTSS181 - Building confidence in sales calls - Scott SylvanBell

Confidence in sales – the 7 steps of confidence

There is a path, this isn’t automatic, it takes time, energy, and effort. You must put in the hard work to be a closer in sales. This means you have to practice, drill and rehearse. Another way to say this is role play. Your personal life has an influence on your business life. Daily struggles can turn a closing streak into a losing streak. You can over time find your confidence and keep it until something knocks you off your feet. 

Restore shaken confidence 

Your confidence can get shaken. Your confidence will get shaken, this is part of personal and business life.  Losing confidence is normal and happens to everyone, it's how you deal with it. When you have confidence and when you lose confidence think through what you tell yourself and what you say to yourself. 

You can model confidence 

You can use an NLP technique and do what others have done. This "modeling" is a way for you to borrow the traits of those who are confident. Look at people who are confident, what do they do. You can model confidence by people watching wherever you go out and when you do things. 

How to get your confidence back 

There is a recovery period associated with The timetables for recovery are different for everyone. How you think about your wins and losses matters. The bigger the change in your life the larger the possibility of having shaken confidence:

• No sales – getting told no
• Sales slumps 
• Break up 
• Deaths
• Personal image issues
• Not hitting personal goals
• Feeling stagnant
• Losing something
• Being overweight
• Missing a deadline

Why confidence in sales is so important

Confident salespeople with a bad message cant sell. Someone with confidence and a strong message can sell anything. It is important to have confidence in the sales process. Here are 7 steps to confidence. 

1. Choice – you get this choice. It's all about what you tell yourself
2. Clear – You have to get clear on what you want
3. Commitment – Once you know what you want you to have to make a commitment
4. Capable – this comes from repetition
5. Consistency – Repetition over and over again
6. Certainty – When you are certain people around you know it
7. Confidence – Confidence has a feeling
8. Compound (Bonus) – This is a force multiplier – follow up 2^nd greatest feeling iwn the word

If you disagree how would you put the list in order, what would you change, how would you say it? What is your recipe?

 

Ways for you to grow your confidence

1. It's you against you in sales first -
2. Know there are haters that love to bring you down -
3. What you intake matters – food and ideas books/ podcasts
4. Exercise
5. Read -
6. Motivational content
7. Encourage others – good job, keep going
8. Stay away from negative people
9. Make a journal of what you are thankful for – gratitude
10. Awesomeness swipe file – episode 144