Confidence Knowledge Center

Our Articles on Communication

1. Always Be Surveying

   A primary factor for sales confidence is knowledge—knowledge about your product or service, knowledge about your prospect, knowledge about your prospect’s company, and knowledge about your prospect’s industry or market. As they say, knowledge is power, and in the case of a salesperson, it is also confidence.

2. Train, Drill, Drill, and Drill

   In sales, nothing builds confidence like continuously improving your skills.

   Salespeople who regularly have trouble selling are either missing one or more basics in their sales skill arsenal, or they just don’t practice them enough so that they’ve really “got” them.

3. What Do Customers Buy?

   When prospects buy, what exactly is it that they’re buying?
   
   You might answer, “My product!” or “My service!” To a large degree, that’s true; otherwise, they wouldn’t be interested at all. But the top factor that causes prospects and customers to purchase when it comes right down to it, is the salesperson’s confidence
    

4. Confidence Tips and Tools
   (members only content)

5. The Scale of Confidence

   Did you know that there is a “scale of confidence”? It goes from the top, where a salesperson is totally confident and willing to sell anything to anybody, all the way down to the point where the salesperson won’t make the first effort to sell anything at all. All of their motivation and confidence seem to have been eroded.
   
   What happens to cause the salesperson to go down this scale?

6. Approach and speak with an appropriate emotion.

   One component of confidence is being able to look at a person, talk to them a little bit, and be able to make an educated guess as to where they are at emotionally. It is very important in sales to approach a prospect and speak to them with the appropriate emotion.

7. Learning to Observe

   An essential key to sales confidence, and a vital part of life in general, is learning to observe.
   
   Perhaps the biggest mistake anyone can make when it comes to dealing with any issue or problem is just not looking. Much of the time, when you take the time to look at something, it can then appear far simpler and easier to handle than it would if you were not looking and just making assumptions about it.

8. Sales CPR – Confidence

   Sometimes as sales professionals and executives we can “overthink” the problem. What gives a salesperson confidence? What gives us confidence in any profession? Training and experience, right? It really is that simple.

   Here is the myth: “Experience = Old School” – The idea that it takes a LONG time to gain that experience is false.

9. Continuous Improvement Maintains Salesperson Confidence
   (members only content)

10. Increasing Sales in a Tough Economy
    (members only content)

Our Videos on Communication

1. Selling Against Competition
   (members only content)

2. Improving Public Speaking Skills
   (members only content)

3. Emotions in Selling
   (members only content)

4. Confidence in Your Product or Service
   (members only content)

5. How to Properly Handle Complaints
   (members only content)

6. Become a Champion Through Practice
   (members only content)

7. Are You Intimidated by Other Sales People
   (members only content)

8. Using a Positive Attitude to Lower the Amount of Mistakes and Accidents
   (members only content)

9. Having Regrets After a Presentation
   (members only content)

10. Emotional Resistance
    (members only content)