Why are there people who believe more in one than in the other? - Why are there people with whom it is easier to start a conversation and with others not? - Why are there people who are more likeable to me than others? - Why don't I have that facility to negotiate? - Why can't I succeed as my peers? I think many of us have asked, if not all, several of those questions more than once in our professional advancement. We feel that we are not progressing, that doors are closing and our self-esteem begins to crumble and with it the loss of our confidence. It is that both terms are closely related and both are responsible, to a large extent, for the successes and / or failures in the sales activity.
Confidence in our skills and knowledge comes from self-esteem, which is nothing more than an assessment we have of ourselves. It is a value judgment that changes over time in relation to how one develops and acts in the environment around us.
In general, those who start in the sales profession after receiving the first NO start to lose their confidence in their skills for this job. But then, with the help of their leaders and the first SIs, self-esteem is strengthened as confidence in their abilities is reborn.
If a seller is confident, confident in himself and in his ability to sell, he will most likely pass that security on to the customer. Who will associate it with the product for sale, instead of acquiring the same product or service from a seller who is insecure, introverted or with low self-esteem.
But how do you build that confidence and build stronger self-esteem as a salesperson?
There is a phrase that may help us: "one is what one appears to be." A person with self-confidence builds confidence in the rest. With that said, walk upright, look directly into your eyes. Take care of your clothing (you do not need to dress fashion, just wear it with pride, clean and ironed). Walk fast (don't drag your feet), think positive (there will always be something better than that), acknowledge project positive thoughts to other people (they will appreciate it). Do not sit in the last row, but in the front (try not to hide), speak and raise your hand (do not be afraid that the rest have a different opinion). Get physical exercise (keep your body healthy and agile and your mind will appreciate it), help and collaborate with others (don't be selfish, think of others).
Studying, training, coaching are also THE obligatory tasks for those who are in sales and who require sufficient self-esteem to instill confidence in their prospects and clients. The knowledge (not only theoretical, but also practical) of the product you market, increases self-confidence, feeling secure. Practicing situations, analyzing situations in which you could be involved (a sales demonstration or before objections), allow you to gradually strengthen your knowledge and with it your security. Studying, reading, increases knowledge not only of the product, but also provides us with extensive knowledge that allows us to initiate or share conversations with confidence.
- Inaction emanates doubts and fear. Action builds advancement and trust. If you want to conquer fear, don't just sit at home thinking about it, go outside and take action. - Give it Carnegie. Believe in yourself! Have faith in your abilities! Without a humble but reasonable trust in your own strength, you cannot be successful or happy. Norman Vincent Peale
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