Sales Season Part 1: Attitude and self - confidence 

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13 January 2017
Written by Speak First Linked-in icon

Positive attitude and self-confidence are the foundation of a strongly successful salesperson. They’re the basis of putting your best foot forward. Ying and yang.

A positive attitude is like protective clothing for your mental health. It helps us handle setbacks or rejection in a balanced way, leading to positive outcomes. Not to mention it’s the first thing people notice about you – it’s infectious. Think about the last time you interacted with a sales person and bought what they were selling and it’s almost certain that their approach would have been positively charged.

 It sounds like such a simple idea, to simply be confident and positive. But as we know all too well, the theory is a lot easier than the practice. This is why to kick off our Sales Season we’re starting with the very basics, in the form of 7 things you can do to fine tune your attitude and confidence.

 

1. Visualise success

Mentally rehearse your sales meetings and presentations. Visualise successful outcomes and make that vision of success so strong in your mind that it overpowers any feelings of self-doubt and insecurity

 

2. Maintain a record of your successes

 When a meeting goes well, take time to reflect on it. What made it go so well? How did it make you feel? Write down your thoughts and describe your emotions. In time, your documented record will build into a volume of positive experiences which you can read and reflect on during the more challenging times; this will help to restore your positive mental outlook and fortify you for the challenge ahead

 

3. Prepare thoroughly

This sounds like simple common sense. But as has been often said, common sense is not always that common! In the hustle and bustle of daily business life, it is so easy to cut corners and fail to prepare for sales meetings thoroughly. Try not to fall into this trap; nothing increases confidence more than being fully prepared. Remember: Don’t practise till you get it right; practise till you don’t get it wrong!

 

4. Make “failure” a learning experience

One of the key assumptions in Neuro-Linguistic Programming (NLP) is that “there is no failure only feedback”. Unfortunately many people look at the less successful ventures in life as total disasters and allow their confidence to be shattered. As a result they either avoid entering such ventures in the future or they face them with a sense of fear and trepidation, thus ‘robbing’ them of the needed mental power to succeed. A far better approach is to face the situation head on, pull it apart and extract the reasons for the less than successful outcome. In this way, adjustments can be made increasing the likelihood of a more successful outcome the next time around

 

5. Avoid being obsessed with self

Most people can identify with the image of the self-conscious teenager who spends three hours in the bathroom getting ready for a job interview but who cannot look the interviewer in the eye for the entire duration of the meeting! Self- consciousness can be a mentally crippling ailment. Instead learn to focus on the other person. What are their interests? What can you do for them? In this way you will be mentally focused not on yourself, but on your prospect and your self-confidence will shine through

 

6. Face your fears

 If you never face your fears your fears will always face you. As a salesperson is there something that you keep putting off because you don’t like doing it or it makes you feel inadequate? Bite the bullet. Face it. Master it. Your confidence levels will skyrocket!

 

7. Conduct a personal ‘self-confidence analysis’.

When you experience a crisis of confidence, take some time to analyse why you feel as you do. What are the reasons? Then think of practical ways in which you can address the issue and take positive steps to implement them

 

Maintaining self-confidence is a constant challenge for some, but as a salesperson, confidence is an important part of your personal ‘toolkit’. So, keep applying the suggestions above and always remember the famous words of Eleanor Roosevelt:

 

“No one can make you feel inferior without your consent.”

 

Want to improve your sales skills further? Take a look at our sales courses.