Sales confidence is often seen as an X factor – abstract, and hard to obtain.
I think of it as a coin…
On one side you have your confidence:
- in helping people solve their problem
- in your org, product, service
- in your sales process
If any one of these are off, your confidence might be shaky.
On the other side of the coin is the result/response from your prospect:
- do they believe you can help them
- do they trust you and your services
- do they have confidence in you & themselves
When these line up, things go well.
When they don’t, confidence is shaken.
The ABCs of selling = Achieve Buyer Confidence
Two questions:
- In what ways can you be more confident in you?
- In what ways can help your prospect be confident in their decision to work with you?