Laws of Attraction
In the early 1900’s there was a “New Thought Movement.” Proponents wrote about, and lectured that “both people and thoughts are pure energy and like energy attracts like energy.“ The idea came to be known as the Laws of Attraction. The concept was sold to the populace with a biblical reference which gave it more substance for people. Writer James Allen’s best known work was an article written in 1902 entitled, As a Man Thinketh.” The basis for the article was a verse in the Bible from the Book of Proverbs, chapter 23, verse 7: “As a man thinketh in his heart, so is he.” Opportunists took flight with the idea and made millions of dollars preaching it. The jury is still out on whether it is true or not.
Power of Positive Thinking
Dr. Norman Vincent Peale’s “Power of Positive Thinking,” published in 1952 took it one step farther. Personally, I think there is more substance to the power of positive thinking than there is to the so-called Laws of Attraction because to me “confidence” is the epitome of positive thinking.
I came to understand confidence when I was very young. I learned that as long as I believed when I put on my ice skates that I was going to fall; fall I did. A little practice, and my confidence grew and I stopped falling. That scenario played out thousands of times over the years. Every measure of success that I experienced was directly connected to my level of confidence in my ability to accomplish.
How does all of this translate to sales? If the prospect hears your lack of confidence, the deal is off. If you don’t truly believe you have a solution; that you can get that coveted second chance to call, odds are good that you won’t.
How to Gain Confidence
Confidence Relates to Education
Make sure that you know your product; not just the basic product, but every upgrade. Know your competitor’s products. How do they compare to yours? What makes yours better?
Spend Time with Peers.
There is power in teamwork. Social time spent with coworkers will always have nuggets of wisdom in it. We all have people in our field that we respect for their ability to get the job done. Spend time with them; observe their style. Ask questions about how they landed successful deals. Don’t forget to ask about the deals that didn’t pan out for them. Learn from their mistakes.
We never get so good that a little practice will hurt us. When you make improvements to your sales script practice it out loud to a friend, colleague, family member; the dog if no one else is around. Things said out loud showcases mistakes and bring awareness to ineffective content.
Read Articles, Blogs and Books on Sales.
While you certainly have a life outside of sales, you will find that making time to read current literature on the topic, will inspire and energize you. It will keep you apprised of changes in the market, advances in technology, and what company is acquiring what company. Embrace the Internet; the more you know, the more confident you will be.
Find Value in Seminars; Podcasts; Webinars and Sales Events.
Tuning in and/or attending such events will raise your level of engagement in your profession.
Social Media is a Source of Knowledge.
Twitter, for example, is a great place to find out what people are talking about. You can get the jump on new trends and technologies.
Consider a Business Diary.
While not everyone finds a comfort with writing, keeping a record of your wins and losses would give you something to look back on that might give you a tool to progress forward.
Take the pause out of your sentences, the hesitation from your information delivery, and the nervous energy out of your sales pitch by shoring up your sales education. Your prospects can spot fear, inexperience and bluffing from a mile away. You can positively increase your sales by building your confidence – by increasing your knowledge.