Optimistically Confident

SalesManUp

Optimistically Confident 

“ Optimism is the faith that leads to achievement. Nothing can be done without hope and confidence. “ - Helen Keller

Every good sales professional I know is confident and optimistic. Not a single one of them would ever think of showing up at a client’s office looking like Eeyore the donkey from Winnie the Pooh, eyes to the ground, and whining to the customer , “ You don't wanna buy from me. You won't like my product. I’m sorry for wasting your time.” If we see ourselves as a loser, then so will our prospective client. On the other hand, if we see ourselves as winners, as problem solvers, as overcomers, as solution providers, as top notch professionals, as caring & compassionate people, as purveyors of cutting edge technology, as servants to make our client’s lives easier - then doors will open up for us. We have to believe in the core of our being, that our products or services will make people's lives better !

Webster defines confidence as , “ Trust, reliance, applied to one’s own abilities, or fortune, belief in one’s own competency.” ( Noah Webster 1828 ) It is vital for us to believe in ourselves, in our company, and within our product or service; in order to effectively sell. If you have the core desire to become a successful salesperson,but lack confidence in one or more of these areas,  then what should you do ? 

In twelve step programs, one of the exercises that is particularly helpful as well as insightful, is an honest assessment of our strengths and weaknesses. Making a list of these items and reviewing them with a safe person or good friend can bring much revelation. We tend to focus only on our own shortcomings, but what are we good at ? Some salespeople can be overly confident, and deny any character defects. This isn't healthy either. It is imperative to review both our strengths and weaknesses to achieve an honest self assessment. You may be an excellent speaker or a gifted writer or fluid communicator, but struggle with planning or follow through. You may be a superb planner, or excellent strategist; but are deathly afraid of presenting to a group of people. You may be a superb student and know your product backwards and forwards, but become tongue tied when asked a question by a prospect. Recognize those weaknesses, but turn them into strengths. Feel the fear, and do it anyway. Focus on the positive and how you can apply your strengths to your trade. 

Become a “Jedi Master” on your company and your product. If you are not confident enough in your company and service, then dont expect others to buy in. Clients will sense your reservations or feel you holding back. Request a factory tour. Go out to job sites or completed projects and take pictures. Speak with contented customers. Zero in on the top producers within your company and ask them questions and learn what their “ secret sauce “ is. Most top producers will be more than happy to help those who ask. And read , read , read. Go on your company website and review all of your literature and videos. Become a geek. Get so comfortable with your product and service , that you can be like “ Major Payne”, who can hang upside down blindfolded, and can take apart and reassemble his weapon before his nose starts to bleed. 

Listen to the greats. With modern tools like Audible or Pandora or audio books, we have so many resources at our disposal. Tap into the greats like Zig Ziglar, Earl Nightingale, Jim Rohn, Tony Robbins, Stephen Covey, Robert Kiyosaki, Dave Ramsey, Jeffrey Gitomer; who are some of the motivators that I have listened to and benefited from. Play these good teachings while you shave or get dressed in the morning, while you work out, as you drive your car. Let these positive words sink down into your soul and watch your confidence level begin to soar. And when a door slams in your face ? Listen to more motivation. Dig in. Deepen your resolve, and keep moving forward. Remember, out of the overflow of your heart the mouth will speak. If we download good things into our eyes and ears, and store them within our heart ; they will flow out of us organically when they are needed. What we think on is what we become, so we must be intentional about choosing to think on good things !

To be optimistic is to be “ hopeful and confident about the future.” Do you expect to build that new business relationship, land that account or make that sale ? Are you hopeful of getting that appointment with the key decision maker ? Are you confident that you will hit your number this year, this month, this day ? No matter what adversity you have faced, no matter what negative things that have been said to you or about you, understand this - today is a new day and you are fearfully and wonderfully made. You are worthy of success ! Choose to be optimistically confident !

“You have to feel confident. If you don’t , then you’re going to be hesitant and defensive, and there’ll be a lot of things working against you.”

Clint Eastwood

“ If you think you can do a thing or think you can't do a thing, you're right.”

Henry Ford