When it comes to sales, being confident can be the difference between a solid close and an “I’ll think about it.” When you are confident during a sales meeting, you tend to be more direct, react quicker to their responses and clients are more likely to believe in you. Prospective clients can see and hear when you are not sure of yourself. If you are not sure, how sure can they be of your services?
We tend to think of confidence as a stable personality trait that people are naturally born with. We all know at least one person in our lives who just oozes confidence. Things just come easily to him.
What you may not realize is that confidence is also a personality state; something that can change depending on the situation. Even if you consider yourself someone who generally lacks in self-confidence, there will definitely be things that you are in fact confident in. Just think about something that you are good at. Are you confident in your skills?
Even people who are generally confident will have moments of low self-confidence. This happens all the time in sports. When the team is on a long losing streak, you will hear the players talk about how confidence in the room is low.
These are people who are being paid millions of dollars to do something that they are supposed to be the best in the world at. Yet, they also experience times of low self-confidence. Confidence is something that you have to continually work at to maintain.
Here are 5 ways that you can increase your confidence to improve sales.
Think about past successes
You’ve done it before, so you can do it again. Get yourself back into the mindset of those past successful sales. Instilling this belief in yourself should be the first step in gaining self-confidence. If you don’t believe that you can do something, how can you be confident in it?
I’ve written before about how experiencing mastery can help your clients feel more confident in their abilities. The same goes for you, too. Knowing how to communicate with people, establish a relationship, and show how you can help doesn’t just disappear overnight. These skills are already in you. You just need to believe it.
Get a “sale” elsewhere
What if you’ve never sold anything? Many of our readers are either new or aspiring personal trainers, so this question has merit. My answer to you is that you probably sell something every single day.
When you convince a friend to watch a movie, when you persuade your partner to try a new restaurant, when your mom let you borrow her new car. These are all examples of selling. And that is essentially what selling is. Convincing another person that an idea (or product or service) that you are offering is something that he would also be interested in.
So, get out there and “sell” something. Once you’ve tasted success, you will no doubt feel better and more confident in yourself.
Think and act confident
“Fake it ‘til you make it.”
It’s a phrase we’ve all heard before. But, could it actually be true?
Research by Amy Cuddy, a social psychologist, shows that it certainly can be. By adopting a strong and powerful pose, you can actually cause physiological changes within your body. Cortisol levels go down, which lowers stress. At the same time, levels of testosterone gets increased, leading to greater feelings confidence and dominance.
Before your next sales meeting, hold your head high and walk tall around the gym. Look and feel powerful. You will not only feel less stressed about having to make another sale, you will also feel more confident in your ability to close.
Visualize your next sale
Visualizing has become a popular skill to use in recent years. Sports is one area where this technique is used with success.
However, like all skills, it takes practice before it can be of benefit. With visualization, the more vivid the picture, the more applicable it is for real-life situations. You can’t just sit there and think about closing a sale and expect it to be true.
Sit in the actual office where you do your meetings. Think about what the prospective client might say and come up with several responses. Most importantly, visualize your closing line. How are you saying it? How are you positioned? See it happening. Feel it happening.
What would you say when your client is struggling on their last rep? Give yourself that same boost.
Whenever you feel down about yourself, some good old fashioned positivity is your quickest and most effective tool. Be critical about your past performances, but focus on your strengths. How can you use your strengths to your advantage? What can you do to improve your weaker areas? Because you can and you will improve.Sign up for our free 5 day mini course