“Believe in yourself! Have faith in your abilities! Without a humble but reasonable confidence in your own powers, you cannot be successful or happy.” – Norman Vincent Peale
Confidence. It can make or break your sales conversations—and ultimately determine your success as an entrepreneur.
You might be the absolute best at what it is you do. But if you don’t exude self-confidence in your sales conversations, then potential clients are certainly not going to trust you to deliver on your offerings and services.
The good news is that though confidence can be an intimidating topic, with practice and preparation, anyone can become more confident in their sales conversations—and ultimately achieve more success in life and business.
Today I’m sharing specific tips and practices for more confident sales conversations that convert to MORE clients. Whether you struggle with feeling like a fraud, doubt your self-worth, or just get a case of serious butterflies when its time to explain your offerings to new leads, this is the post for you!
1. Remember Unwavering Confidence Comes From Within
If you’re serious about exuding more confidence in your sales conversations, then you must be brave and bold. You must be YOU—a fearless and daringly visible you.
Let the marketplace see you and your quirks. Don’t be afraid of being different or special. In fact, highlight what it is that makes you stand out from all the rest. Don’t try to fake it or be someone that you’re not. Rather, EMBRACE your special talents that set you apart.
Maybe you’re funny. Maybe you’re serious and detail oriented. Maybe you’re playful or highly intuitive or adventurous. Whatever makes you YOU, leverage it fully.
Once you can begin to embrace you in all of your wonderfulness, then confidence will come easily—and so will more sales.
Some people are innately more confident than others. If you find yourself struggling with your self-confidence, then I suggest repeating a daily mantra to yourself. Something as simple as looking in the mirror and saying “I am good enough” can have tremendous power on how you view and carry yourself the rest of the day. This list of mantras to build self-confidence is full of additional juicy inspiration.
2. Let Go Of Attachment To A Result
If you want to have more confidence in your sales conversations, then cultivate non-attachment to a specific result. If all that’s going through your head during a sales call is dollar signs, then I can guarantee you will not exude the right kind of energy or confidence to potential customers.
But by working hard, believing in your capability and ability to serve, and knowing the value in the product and company you have built, you will successfully be able to let go of attachment to the results of the conversation.
By trusting that the perfect aligned customer will receive and say YES to your sales conversation, clients will see your power and understand your value. And if they do not, then that’s fine too. Do not allow it to affect your self-confidence or inherent value. It simply means that this lead or sale was not meant to be. Learn from the experience and move on.
3. Prepare, Prepare, Prepare!
While unwavering confidence comes from within, I cannot stress the importance of ensuring that you are PREPARED for your sales conversations. Set yourself up for success by pre-qualifying potential customers. By the time they get to the sales conversations, they should already know, trust and like you—and be ready to say yes to your offerings and services.
I shared tons of tips for getting to know potential leads before the sales call last week in this post: 9 Tips For Sales Conversations That Actually Convert To Clients.
To review just a few of the points from that post: Don’t be afraid to share the results that are possible through testimonials and case studies of previous clients. Get clear about your message and what it is you have to offer. Then, by the time the lead gets on the sales call, they can simply enjoy talking to you and receiving the final details they need to sign a contract and make their first payment. And that’s the kind of sales call we can all be confident about.
I cannot stress this enough. If you want to harness unwavering confidence in your sales conversations, then you simply must practice.
Write out a script. Talk about your services and offerings to everyone you know. Understand what you sell and why you sell it. Ingrain your message deep into your bones so when it comes time to share it with a potential customer, it is 100% natural.
A fantastic way to practice your sales call is to plug into a community, such as the Mastermind for Trailblazers. The key is to find someone with whom you can do mock sales conversations for comfort and ease. Mastery only comes after continually doing something until it’s as second nature as riding a bike.
5. Take Care Of Yourself
Finally, don’t underestimate the importance of self-care. Exercise. Eat well. Take time to recharge, whether that means going to the spa, taking a vacation, or simply getting a full-night of sleep. I see so many entrepreneurs who get so absorbed with building their business that they forget to put their health and well-being first. They burn-out, start to doubt themselves, and begin to lose that confidence they have worked so hard to cultivate in the above steps we just went over.
Take the time you need to unplug or recharge, and I can ensure you’ll show up refreshed, energized and more confident whenever you have a sales call scheduled.
Building self-confidence is a long-term process. It grows from month-to-month and from year-to-year. As you sell more, you naturally become more confident in yourself and your abilities. And as you grow in your personal life and begin to create a life you love—whether that means becoming a digital nomad or having more family time or stepping into financial freedom—you will become more confident in ALL that you do… including your sales conversations.
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