- Have you ever gotten
knocked down on your ass and when you get back up,
you just lose your confidence and you say to yourself I
just really am not feeling that confidence anymore? It's so common and it's
nothing to be ashamed of. What we need to do though
is change our mindset to make ourselves naturally
more confident salesmen and there are some very
tangible things that you can do in order to be far more confident next time you are in
front of that prospect whether it's on the phone or
whether it's face to face. In this video, I'm going
to show you seven ways to be a more confident salesperson. Check it out. Number one, stop needing the business. I had an amazing mentor
early on in my selling career who used to tell me
that Marc, I don't care if you need to close the
sale in order to pay for gas to just get home. Never need the business in your head. Any time you're in front of a prospect, you do not need the business. I don't care if you
actually do need money. You do not need the business and that is such an
important mindset shift because what that's saying to the prospect and to yourself mentally is because I don't need this business I can do anything that I want. If I make a mistake,
whatever, I've learned. If they say something that
throws me off, I'll react to it and if I say something that just doesn't sit
well with them, so what? If you need the business, you are going to make more mistakes. You're going to try to close sales that we're never going to happen
and you're just gonna have this pipeline full of complete junk. The moment we stop needing the business is the moment that we
become way more confident every single time we are
in front of prospects. Number two, it's a game. Selling is not real life. They can't hurt us. They can't do anything
to break us or to kill us or anything like that. All they can do is tell
us to go take a hike and you know what? It's not that bad. It's happened to me many times. I've been kicked out of offices
and it's not a big deal. Selling is much more like a video game or a sport where you
have two different sides playing different roles. It is a game and should never
be taken that seriously. If you don't close the sale because of something that you did or because of something that they did, don't take it internally. Don't make it personal
and get upset or angry. It's just a game and if
the prospect does something that pisses you off, don't
get angry about that. Instead, recognize that it's just a game. It's like a sport and the
more we can be unemotional about what's going on in that game, the stronger we are,
the more centered we are and ultimately the more confident we are. Number three, take risks. Now, this builds off of what I just said. They can never hurt us and what I find is that salespeople always ask me, they say oh, what if they
kicked me out of their office or what if they yelled
at me on that phone call? You know what? If they did which is pretty
unlikely but if they did, so what, what's the worst
thing that can happen? They hang up the phone
or they ask you to leave. It's not a big deal and
I find that so often salespeople aren't taking enough risks. The more risks we take, the
better off we're going to be. Top performers are taking far more risks than average performers and
it's just like anything else. If we're not taking risks,
we're never growing. We're never learning where
that real envelope is. Be willing to take
risks and you know what? Yeah, are you gonna screw up sometimes? Sure but who cares? The taking of risks in that one time where maybe you made a mistake is going to lead to so many more sales because of all the learnings
that are going to come out of that one time. Be willing to take risks and ultimately, that's going to grow
your confidence in sales. Number four, stop trying to
fix situations gone wrong. This is probably the most
common question that I get. I have a forum of people that are constantly asking me questions and I'd say about 50%
of the questions I get are trying to deal with a
situation that has gone wrong. They've given a presentation and now they're saying, oh,
they stopped returning my calls, what can I do now and you know what? That's a situation gone wrong and what really happened is
probably something much earlier in that selling situation
caused them to say eh, this isn't that important to me or eh, this person isn't right for me and so they stopped responding. When we stop trying to
fix situations gone wrong and instead just try to learn from them, obviously it doesn't mean that just because something goes wrong you just walk away and give up but we don't have to spend
all our emotional energy trying to fix these very few
situations that went wrong. Instead, diagnose what maybe
happened in that situation. Find out any feedback that you can get and that's going to make you much stronger for the next time that
you're in a selling situation and that is what's going to ultimately build your confidence in sales. Number five, learn every single time. My father used to always tell me that people who stop learning start dying and it's always stuck
with me and it's so true and it is so true in sales. Salespeople who stop learning start dying. They just do, right? I mean, the second we say to
ourselves, oh, you know what, I know everything that I ever
need to know from selling is the moment that we start
to become worse at sales. We need to every single time
we're in front of a prospect, we need to be learning something new. What could I have done differently or what maybe threw them off there or what might have improved
the selling situation? In my own selling, I'm
constantly trying to learn. Just because I'm putting
together these videos doesn't mean that I've arrived and that I have every single answer. I am constantly trying
to refine and change and fine tune those little moments. Learn every single time in
those selling situations and the more by the way
that you're learning in every selling situation and you're trying to learn
in every selling situation, the more you are going to
be able to take adversity in stride because you're not
gonna just throw up your hands and give up and start pouting and saying, oh, I'm not selling and then just quit. Instead, you're learning
and you're getting better. Learn every single time
and you are going to become a much more confident salesperson. Number six, SW cubed N. Yep, you heard me right. SW cubed N. You may have heard this
put in a different way but SW cubed N stands for
some will, some won't, so what, next. Now, it sounds trite and ridiculous but it's something that I
learned many, many years ago and it will always be true in selling that some will, some won't, so what, next. We need to stop taking
ourselves so seriously in sales. Top performers are consistently willing to accept that you know what? I screwed up in that
situation or you know what? That prospect was just kind
of a jerk or you know what? They just weren't a fit
for what we had to offer. Some will, some won't, so what, next. We can't get caught up in
every single selling situation. That's what's going to
lower our self-confidence when it comes to selling. Instead, if you go into
every selling situation with that attitude of you know what, some will, some won't, so what, next, you are going to be so much stronger because if a prospect
says or does something that throws you off a little bit, you're not gonna be suddenly freaking out with oh my God, what do I say next? Instead, you're just
saying eh, you know what, I'll figure this out and by the way, if it doesn't go well, so what, next. Not a big deal. The more we start to
internalize this mindset, the stronger we will be in sales. Some will, some won't, so what, next. That is one of the key signature phrases to becoming more confident in sales. Number seven, quit making friends. This is I think a really old
school mentality to selling, this idea that we should be making friends with our prospects and you see it particularly
in certain industries that are pretty insular, that
are kind of smaller industries and you've got these
really schmoozy sales guys or sales gals that are just
chumming up to every prospect. Now, I'm not saying
that you want to be rude or that you don't want to
be friendly with prospects but the goal of sales
is not to make friends. The goal of sales is to sell. When we are emotionally and
mentally trying to make friends with every single person
that we're talking to, we're putting forth a
vulnerability, an emotional energy that when is not reciprocated,
we get frustrated. So instead of trying to make friends, focus instead on determining
whether a prospect is a fit. Now, I wanna be clear. You can become great
friends with your clients. That's fine. Clients are very different. These are people that
are already paying you and are already part of
your company's family. I'm talking about prospects. Prospects are not your friends. They are just people that
are passing strangers and some of 'em are
going to become clients, many of 'em are going to remain prospects or just are really not going to be a fit and you're going to forget about them and literally never
think about them again. The moment we stop trying to make friends, that second we become stronger. The key to having confidence in sales is that we're not emotionally
putting out this energy that if it's not reciprocated we get sad. Instead, quit making friends and determine whether someone's a fit. If they're not a fit, move on. Stop thinking about it, forget about them. It doesn't matter. So there are the seven ways to be a more confident salesperson and if you enjoyed this video then have an awesome free online training on the data driven approach
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