In sales, how a pitch is delivered is just as important as the words that are being said. Without an air of confidence, it will be difficult for a sales rep to reach his or her full potential in their career. Why is that? Projecting a calm and confident image will boost the buyer’s own confidence in what a sales rep is selling. As Aja Frost writes for HubSpot, “if you sound anxious or insecure, they’ll probably doubt what you’re telling them. In other words, your confidence will inspire their faith in you, your advice, and your ability to improve their business.” Sales reps need to learn how to be more confident in sales.
Projecting confidence can be as simple as striking a few “credibility-harming” statements from your conversations with prospective clients. As Frost explains, certain phrases can make you sound insecure and, therefore, not trustworthy to prospects. So, a simple swap of phrases can do wonders for your image (and sales). If you want to learn how to be more confident in sales, here are a couple of examples of what she recommends NOT saying.
How to be More Confident in Sales: Phrases to Avoid at all Costs
“If you could give me a call back, I would really appreciate it.”
While this sentence is certainly a very polite request, it can change the entire tone of a voicemail. It reveals that you are not quite sure if your call will be returned. That, in turn, suggests that you are insecure. Do not plant that seed of doubt in your prospect's mind before you have even gotten to have a conversation with them. Instead, how to be more confident in sales is to make it clear that you expect a return call from the prospect. And that you look forward to the future, mutually-beneficial conversation with them.
“Does that make sense?”
It is important that prospective clients understand what you are trying to communicate. But, this phrase does not do you any favors. Frost points out that the question actually creates three negative assumptions about you:
- You do not explain things clearly
- There is doubt about your prospect’s intelligence
- You are not confident about the accuracy of your content
Although you could have the best of intentions, the question can really hurt your credibility. Instead, try asking the prospect, “What are your thoughts on X?” If there is any confusion, it is more than likely that the prospect will mention it in their response.
These are just two commonly used phrases that can create doubt in a prospect's mind. Take a look at Frost's article for the other six. By simply rephrasing each per her suggestions, you create credibility and ultimately win the prospect's own confidence. That's how to be more confident in sales.