The Great Intangible in B2B Sales – Confidence - SalesStaff - ContactCenterWorld.com Blog
Confidence is defined as:
- full trust; belief in the powers, trustworthiness, or reliability of a person or thing
- belief in oneself and one’s powers or abilities; self-confidence; self-reliance; assurance
The dual definition speaks to others’ belief in your ability to succeed and your own personal belief in your ability to succeed.
The common denominators between both entries are the words belief and abilities. The logical conclusion you can draw on that is this: a person’s ability to succeed is heavily dependent upon the belief in that person’s abilities. It’s an interesting concept – that we can believe something into existence – and never is it more true than in the case of confidence among B2B sales professionals.
After reading the definition of confidence, I thought, “Where does self-confidence come from exactly?”
I turned to Google for some answers and research on the topic. In a nutshell, I found varying opinions among sociologists regarding where self-confidence comes from, two of note:
- One such expert revealed that self-confidence is directly correlated with a person’s inner perception of his or her ability to fulfill a particular job or role in society.
- Another sociologist suggested that self-confidence is largely built through our dealings with the world.
When you think about it, isn’t it a combination of both?
We all know B2B sales is a profession replete with rejection. Which led me to my next question: Since self-confidence is such a vital component to B2B sales success, how can sales pros maintain confidence in the face of constant rejection?
Let’s review ways to maintain B2B sales confidence:
Identify your negative thoughts and speak them away (literally).
What do I mean by this? I mean that we should all tame our self-speak. Don’t let that little voice in your head keep talking, if it’s not positive. A mentor of mine often says that you can stop negative thoughts with words spoken aloud. It’s a nifty technique.
The example he uses is this: Start counting to 100 in your head. Now stop and say your name out loud. Did you notice that the counting in your head stopped when you started talking? This is an effective technique to stop negative thoughts that may bubble during your work day, especially if you say something positive out loud to interrupt discouraging thoughts.
Maintain a positive support network and an uplifting environment.
Don’t put yourself out on an island. Discussing effective B2B sales techniques with other sales colleagues and as a team will also help with sustaining self-confidence. It will keep you focused on personal improvement thus leaving very little room for negative thoughts. Surround yourself with positive influences away from work as well. Remember that the happier you are, the more self-confidence you will display to others including the prospects you speak with on a daily basis.
Identify your skills and talents – and use them to your advantage.
Everyone is good at something. Use every call as an opportunity to peacock your skills and talents. Identify what your strengths are so you can let them do the work on your calls. Let your best YOU shine through even if it’s just a 3-minute interaction.
Identify the little things you do that make the difference on your calls and make it a habit to do them day in and day out. Ask yourself, what do I do really well with very little effort? What things just come naturally to me? Is it building rapport? Using humor to break the ice with the prospect? Is it the ability to deliver a solid pitch? Whatever it is, know what you’re good at and utilize those skills.
Decide to become an immovable optimist.
We are always going to be presented with challenges in our work and home lives. Don’t spend all of your time, energy, and efforts trying to avoid them. View them as life’s little reminders of your ability to overcome anything. In fact, it’s been said that without challenges, we would never know just how truly brave, strong, and resilient we are as people.
A lot of what’s discussed in this post may sound like a motivational speech, but there’s so much power in the ability to take words and transform them into physical actions. You have the power to maintain confidence in yourself regardless of your campaign, prospects, situations and circumstance. Simply believe in your abilities!
Publish Date: March 23, 2016 5:00 AM
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