Having confidence means you believe in yourself; you trust your own judgment and resourcefulness. Self-confidence is knowing that you have the wherewithal to function reasonably well in the world.
The prospect won’t buy if he/she lacks confidence in you or your product. Obviously the faster you establish confidence in the selling process, the easier it will be to get to the next phase of the sale.
Did you set a goal to do more public speaking in 2018? Is your job forcing you into more presentations than you’re comfortable doing? Is your lack of speaking to groups standing in the way of a promotion or your prospects for moving up the ladder? The thing about a fear of public speaking is that everyone has it! Yes, it’s true. Just hear me out!
Heather Monahan is the CEO of her own company Boss In Heels and author of the new book Confidence Creator – which reveals the essential techniques for building confidence and becoming your most powerful self. She was recognized as a Glass Ceiling Award winner as one of the Most Influential Women in radio in 2017. In episode 11, we discuss the need for leaders to build their own personal brand, developing resilience, and being female in the C-suite.
In sales, delivery is just as important as the words said. Without an air of confidence, it will be difficult for a rep to reach his or her full potential. Why? Projecting a calm, confident image will boost the buyer’s own confidence in what you’re selling.
When speaking, it’s vital that reps project a confident, assured image. Consider everything you say and how it will impact others’ view of you. Also, even more importantly, take time to listen.
It happens to the best of us. You think you’re prepared to give your presentation to your prospect. Despite all that groundwork, you suddenly find yourself standing in front of a panel of 10 people, including the CEO who has a reputation for eviscerating salespeople.