Knowing that shows how important it is to keep your confidence up at all times but particularly when rejection is outweighing victory.
I have included a lot of sales related business coaching tips in the past and here are some more to boost your confidence every day.
Believe in what you sell. This is key – if you don’t believe your product or service is going to truly benefit your customer then they won’t believe it either. Right alongside this is the belief in your price – your product or service has value – don’t undervalue what you are selling by offering deep discounts to make the sale.
You are the expert. No one knows your product, service or field the way you do. You are meeting a need or solving a problem for your customer and you are the only one who can offer the know-how and expertise that you offer them. It’s also important to be honest if you don’t know the answer; tell the truth and find the answer for your customer – you’ll not only boost your confidence but theirs in you as well!
Create a base of testimonials. Talk to customers you know are pleased with your product or service and discover the benefits they realise. Record these testimonials, any positive statements made by your customers will lift your confidence and can also be used to increase your sales. We call it “social proof”.
Work on your communication skills. Everyone can use a little improvement. This includes the ability to listen and to ask questions. Have a trusted colleague listen to your sales pitch and offer honest advice on your communication; this will help you strengthen your ability to communicate with your customers, again boosting your self-confidence. Don’t use a spouse or partner as they tend to favour the safer emotional ground of saying just about everything you do sounds great!
Compile a log or journal of your successes. There are probably considerably more than you recall, so take the time to list them all, personal wins, successful sales, amazing deals. This list is for your eyes only and should be a reminder that you are a success!
Model confidence. Observe confident business people and analyse what motivates and drives them – what do they believe, what do they value, how do they act? Visualise yourself with these positive behaviours; then model these behaviours and watch your confidence grow.
Mike Reddy is a Chartered Accountant, business coach and advisor helping businesses in Sydney, Melbourne, Brisbane and Gold Coast to easily increase their profits and cash flow. He is currently President of the North Sydney Chamber of Commerce, a Regional Councillor for Sydney North East and a member of the Institute of Chartered Accountants Sydney leadership team. As well as advising businesses, Mike presents business development seminars and webinars and is regularly contacted by the media to comment on small business matters. You can connect with him on Facebook, Twitter and Google+.