Let us create a 3d Digital eBook for you! DigyCat.com
|
||
|
||
|
Sales Information | Let us create a 3d Digital eBook for you! DigyCat.com |
|
|
|
Obtaining Self-Confidence
A reader recently asked me the following: "I enjoyed the information you provided on your website, however you never mentioned how important Self-Confidence is in a sale. I have been told that I am an excellent sales person, however I lack the self-confidence to close the sale. Self Confidence is not easy to 'obtain' therefore for those us with this problem, we can never be successful in sales." Self-confidence is a very important in sales. It seems to be one of those areas that people believe "you just have it, or you don't." Many people think that you are either a natural, are born talented, or you are incapable. My belief is that whatever one person can do, another person can do (what a person WILL do is another issue). I also believe that what humans have yet to accomplish, can be realized through ingenuity and persistence. I want to discuss how one comes into a state of self- confidence. To do this, I am going to focus in on a couple of important pieces of what DG said. I think it would be useful before I do that though to define what self- confidence is. Obviously it is a feeling. A feeling of being able to do something. A feeling that one can accomplish what one sets out to do. Reading my dictionary, I noted the following two definitions of self-confidence:
So when DG says "I lack the self-confidence to close the sale", what is she really saying? She is really saying that she is not certain, or that she lacks trust or faith. Certainty in my experience is a state of being that comes about when one knows exactly what it going to happen. One can get to this state by one of two ways. The way most of us are familiar with is by doing something enough times until we know exactly what results we will get when we take certain actions. For some people in some situations, this can produce a lot of fear. The fear stops one from taking action. The solution to the fear is in DG's statement that "self- confidence is not easy to 'obtain'". DG is correct, self- confidence cannot be obtained. One has to have trust or faith that one is capable. This is the short answer on how to get self-confidence. The more detailed answer goes back to self-confidence being about a state of certainty. The way to create a state of certainty without first doing what one is unsure of is to create the results in advance. Now that may sound kind of weird. How do you create results in advance? Easy. You do it in your mind using your imagination. Essentially, what you want to do is envision your desired goal or outcome, and then detail out a specific plan of exactly how you will get there. You want a plan so specific that you answer "yes" to this question: "If I take all these actions, will I get my outcome?"Keep making your plan more specific until you can answer this question. When you can, you will suddenly realize that you have certainty that you will accomplish your goal. And when you have certainty about the future or your abilities, you can have trust and faith in the results. Many people are loath to plan out their future. Others do so, but only part-way. One of the most limiting beliefs one can have is that detailed planning is only for anally retentive people. Go all the way and plan in detail until you can answer the simple but important question above. To speed up the planning, copy someone who is already successful. You can find some of this information in books. You can interview and follow around the most successful sales rep that you can find. You can get a mentor, buy tapes, take classes. The information is out there. Because if someone has done it, then so can anyone else. Once you find the right people to copy, find out what they believe about themselves and their success. Adopt their beliefs or pretend that you believe the same thing. Do this until you become the success that you want to be. Pretend for long enough, and you'll also discover that you are no longer pretending - you actually believe the same things that successful people do because you are one of them. © 1999-2004 Shamus Brown, All Rights Reserved. Shamus Brown is a Professional Sales Coach and former high-tech sales pro who began his career selling for IBM. Shamus has written more than 50 articles on selling and is the creator of the popular Persuasive Selling Skills CD Audio Program. You can read more of Shamus Brown's sales tips at http://Sales-Tips.industrialEGO.com/ and you can learn more about his persuasive sales skills training at http://www.Persuasive-Sales-Skills.com/
MORE RESOURCES: Sales - Google News Treasury to Sell Floaters in Second Half of Year, Dealers Say - BusinessWeek
Apotex pays Bristol, Sanofi damages over Plavix - Wall Street Journal
Beer sales could be boon for Arizona's universities - AZ Central.com
Fed Sells $6.2 Billion of Bonds From AIG Rescue to Goldman - San Francisco Chronicle
iPhone on Sprint: Great for sales, terrible for profits - Christian Science Monitor
Wells Fargo's Carroll eyes cross-selling by brokers - Reuters
Las Vegas Still Selling More Homes in January, Yet Prices Still Declining - World Property Channel
Newsstand Report: Sales Down Across the Board, Elle Plumets 18%, and ... - Fashionista
Average Salespeople “Fly By The Seat Of Their Pants” - Utah Pulse
|
 |
|
|
RELATED ARTICLES
Before You Sell Do The Math This is an important and potentially profitable piece of advice. It goes like this - before you ever attempt to sell any products and services - do the math. 5 Tips to Choosing a Direct Sales Business With hundreds of direct sales companies out there, how do you choose the right one for you? Here are a few tips to make sure you choose the right one the first time:1. Find your passionBefore you even start looking for the "big money", you need to decide what type of products interest you. The Anatomy of a Sales Letter When Dr. Frankenstein exclaimed "it's alive. Seminars for Prospecting The purpose of a 1- or 2-hour seminar is to attract potential customers for your product or service. The topic must be provocative enough to attract attendees, without sounding too much like a sales pitch with breakfast thrown in. Why Executives Wont Take Your Call Do you hang up on telemarketers? 9 times out of 10 I do. Why do we do this? I hang-up because I am afraid that they are going to waste my time. Selling Your Business - Step by Step Process So it's finally come time to sell the business. After investing years of your time and uncounted thousands of dollars, it has become successful, providing for your needs and wants, and it's time to enjoy the fruits of your labor. Dropped Jaw Syndrome, Your Fastest, Most Reliable Market Test Business owners should be more like doctors.Forget selling and start asking your customers where they hurt. 101 Ways to Improve Your Direct Mail Response 1. Mail to your customers more often. The History of Sales: Dale Carnegie is Still with Us I've recently been hearing sales companies talk about how they are 'helping their buyers buy' with a system that is the 'next thing' after Consultative Selling. After becoming familiar with their concepts and methods, I've come to believe they are correct: they are definitely on to the next iteration. Your Voice is Your Instrument On an introductory call, your voice is your instrument. During a face-to-face meeting, you have visual cues and body language available to add layers of meaning. Before They buy What You Say - 10 Steps To Selling Yourself You are the productWe're all in the selling business whether we like it or not.It doesn't matter whether you're a lawyer or an accountant,a manager or a politician, an engineer or a doctor. 60 Ways to Increase Your Mail Order Catalog Sales This article is meant to inform. Please don't construe this as legal advice. Complacency and Fear are Sales Busters Prospecting is the engine that propels anyone in sales. Without consistently initiating contact with prospective customers to talk with, your sales will plummet and everybody loses. Sell More: How to Get Motivated Buyers To Call You First How many sales opportunities have you lost to competitors who seemed to have the insidetrack? It's likely your prospect purchased from their emotional favorite.Selling goes beyond communicating the value of your products and services. Sales Letters - How to Write Them You could just send out your brochure to potential customersbut it's much better to personalise your mailing with a wellwritten sales letter.Personalise - Using the person's name in a sales letter willgive you the greatest success. A Quick and Simple Tip For Gaining Customers In the course of my career, I've had to deal with a lot of vendors-software companies, sensor manufacturers, electronics distributors and more. Some of them have left lasting impressions on me, whereas others have been eminently forgettable. Keep the Referrals Coming A key method of our survival in the business and retail world is referrals. Referrals are always nice, because they come from someone on the outside of your company who has enough trust and faith in you to refer someone in your direction. Recommending Products Vs. Selling Them Some of the best sales people I have ever met, were able to meet all of their sales goals without ever selling a thing. They simply recommended their products to their customers. Lock, Stock, and Barrel! The other night I was watching a classic western from 1969, Sergio Leone's "Once Upon A Time In The West". There's a scene in this movie where an auction is being held for the widow Jill's land holdings. Selling Strategy - 5 Ways To Success Web sites exist for essentially two purposes. The first isto provide information.
|
|
Looking For Royalty Free Photos for your Website, Business or Advertising?
List4Sale Domain Is For Sale - $10,000 For Enquiries eMail Us © www.List4Sale.biz 2011 |
|
