How to sell with confidence
In the world of sales, you can know everything about your product and have significant experience in the field, but if you don’t appear confident to potential buyers, you’ll never succeed. Even by offering discounts or highlighting all of your product’s amazing features, a buyer doesn’t want to make a purchase unless they feel comfortable around you.
A large part of being successful in sales is developing sales confidence. Selling with confidence doesn’t mean that you feel 100% confident all the time; rather, it’s you knowing how to put customers at ease and speaking with sincerity and conviction. Building confidence in sales is a skill that can be refined, but you have to be willing to make some changes to your approach.
There are several proven ways to develop self confidence in sales. If you can adapt these strategies into your career, you’ll achieve massive success.
People judge you within seconds of meeting you. This isn’t meant to be malicious – it’s simply a fact. A huge part of the first impression you’re making on potential buyers relates to how you’re non-verbally communicating. Are your arms folded across your chest, making you appear closed off and unapproachable? Are you looking down at the floor instead of making solid eye contact, causing you to seem flaky?
Your body language sends a silent message to whomever you’re talking to. First of all, you want to stand up straight to convey confidence. It’s imperative that you appear knowledgeable and trustworthy to customers; otherwise, they’re never going to want to buy something from you. Good posture is essential to looking and feeling confident. Next, curb any nervous habits you may have, like fidgeting; you want to appear calm and collected, not uncomfortable.
You also want to think about how your body language mirrors others. Use similar body language to the person you’re talking to to deepen your connection and their level of response. Remember to give physical feedback like nodding and smiling when appropriate.
Change your state
As you’re researching how to build confidence in sales, think about your current state. When you think about making a sale, how do you feel? Are you nervous? Does it make you excited? You want to train yourself to be comfortable and relaxed when making sales. Right now, you might be operating in a state of nervousness or uncertainty when it comes to securing sales. What would happen if you were truly confident? Would more customers be persuaded to make a purchase? Would you feel more comfortable talking to people you don’t know?
Todd Herman, who was a guest on The Tony Robbins Podcast, is an expert in helping people adapt to challenging situations. His secret? He tells people to develop an alter ego. This isn’t a Jekyll and Hyde situation; it’s allowing yourself to step into a different persona to achieve your goals. Say that you lack confidence when making sales, but what if there was a version of you who was the best salesperson at your company? What would it feel like to be that person? How would you need to alter your word choice, body language and sense of self to embody that persona? Once you know how to create an alter ego that serves your mission – making sales – you can tap into this mentality when you need to.
Understand your customer
There are many salespeople out there who might not be extraordinarily talented, but they’ve successfully figured out how to read their customers and react to their needs. Ultimately, this helps them achieve their goals. Each and every person has a different set of metaprograms, or mental processes that guide their experiences through life. There are seven metaprograms that shape the way humans see the world. If you can decipher which metaprogram someone uses, or which one is most important to them, you can more easily gain influence over their decisions, resulting in better sales. You’ll also feel more confident in developing a customized way to pitch them your product.
For instance, does someone have an external or internal frame of reference? If someone has an external frame of reference, they turn to sources outside themselves to validate their decisions. If they have an internal frame of reference, they’re more fulfilled knowing privately that they made the correct choice – they don’t need the approval of others. Knowing which metaprograms make someone tick can help you gain confidence in your sales approach. If you’re selling a product to someone with an external frame of reference, you’d tell them statistics about how many other people have purchased the product or provide positive customer testimonials for them to look through. This will expedite the sales process and enable you to build confidence along the way.
Improve your business by following these strategies
These proven strategies will teach you how to gain confidence in sales. Remember, developing confidence is a process – it won’t happen overnight. But by using these impactful strategies and learning to better communicate with potential customers, you’ll create raving fans and be wildly successful.
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