5 Tips for improving confidence and increasing sales

Confidence is an essential quality for salespeople, and it can make all the difference in closing a deal and building strong relationships with customers. Close friend of ActionCOACH, international sales trainer & keynote speaker, bestselling author and ‘King of Sales’ Jeffrey Gitomer has long emphasised the importance of confidence in sales.

• Know your product inside and out
  One of the key ways to build confidence in sales is to know your product inside and out. This means having a thorough understanding of the features, benefits, and competitive advantages of your product, and being able to effectively communicate this information to the customer. By knowing your product, you’ll be able to answer customer questions with ease and provide valuable insights that help the customer make informed decisions. Gitomer rightly says, “The more you know about your product, the more confident you are about your product.”

• Build a positive attitude
  Having a positive attitude is crucial for building confidence in sales. This involves focusing on the positives, keeping a positive outlook, and staying motivated, even in the face of rejection. A positive attitude helps salespeople maintain their energy and enthusiasm, and enables them to build strong relationships with customers. Gitomer says, “Confidence is a byproduct of positive thinking, positive action, and positive results.”
• Practice effective communication skills
  Effective communication skills are critical for building confidence in sales, and this includes being able to listen actively, ask questions, and articulate your ideas clearly and effectively. Gitomer says, “Confidence comes from good communication skills, and good communication skills come from practice.” By practicing effective communication skills, salespeople can build rapport with customers, communicate the value of their product, and overcome objections with ease.

• Prepare for objections
  Another key way to build confidence in sales is to prepare for objections. Gitomer says, “Confidence is built through the anticipation and resolution of objections.” This involves anticipating common objections, developing effective responses, and practicing how you will handle objections in a confident and professional manner. By preparing for objections, salespeople can be confident and effective when dealing with objections, and increase the likelihood of closing a deal.
• Focus on the customer’s needs
  Finally, to be confident in sales, it’s important to focus on the customer’s needs. This means taking the time to understand the customer’s individual requirements, preferences, and challenges, and tailoring your approach accordingly. By focusing on the customer’s needs, salespeople can provide greater value to the customer, and build stronger relationships with them. Gitomer says, “Confidence comes from understanding the customer’s needs, and delivering solutions that meet those needs.”