When entering a sale either face to face, or over the phone your introduction must have confidence. This first 15-30 seconds is where your confidence level will allow you to control the conversations pace, mood, show to your target audience you care and have their best interest in mind.
Throughout my professional life I have learned many hard knock lessons. However, the one lesson that has stuck with me the most is the importance of confidence. To be an effective salesperson there are three types of confidence you must have - confidence in yourself, confidence in your product, and confidence in your close.
Confidence In Yourself
Confidence in yourself allows you to make an impression, set the pace of a conversation, and steer it where you want. We’ve all seen or met that salesman that is just there to get his week over with, collect a check and is content where they are for the rest of their lives. How likely are you to buy from this guy? This guy has very little self-confidence and would rather be anywhere else but where they are now.
Let’s reverse, you walk into a store and are greeted by some one that takes pride in their job with a firm hand shake, a smile, and eye contact. This salesman right off the bat shows initiative, shows interest in the customer, and assertiveness. This is the level of self-confidence a salesman should not only work toward, but work to maintain.
Confidence in your product
Have confidence in what you are selling. Know your product, know your features, know it’s benefits. The more you know your product inside and out will allow you to pitch your product with confidence to the correct target audience.
Confidence in your close
At this point you have hopefully gained your customer's attention, showed how your product can meet their needs; all that’s left is the close. The dreaded five letter word that can make or break a deal. Build a solid close that can tie your product to your customer with why they need it and how it will solve the issue presented. Always keep the customer in mind. Delivering your close with confidence and sincerity, this is key.
Don’t let anyone tell you that closing is easy. It’s never easy. If it were easy everyone would be in sales. You, the reader and any one in sales to this day, is here because we like the chase and have built this level of confidence in our abilities.
"Low self-confidence isn't a life sentence. Self-confidence can be learned, practiced, and mastered--just like any other skill. Once you master it, everything in your life will change for the better." Barrie Davenport