Confidence in one's ability is an important part of being good at any job, but it is especially important in the world of sales.
A recent digest article that appeared on the website of Selling Power magazine offered a number of tips to salespeople to help them build confidence.
The first piece of advice is to view one's self as an industry expert. By feeling confident in one's ability to offer insights into an industry, he or she will be in a better position to speak with customers within that sector.
While a number of tips say to do things such as visualizing success and filling one's head with positives, the article also offers some concrete advice. Using a potential client's name, creating a database of testimonials from satisfied customers and mentioning the benefits of one's products or services are ways to build confidence and get sales, according to the article.
Barrett Riddleberger, the CEO of Resolution Systems, Inc., a sales training and consulting firm, said that he thought the tips in the article were good but pointed out that a salesperson's mindset must be altered before their behavior can change.
"How you define success is really the key," the executive said. "If you define success as making a sale, then you might be going at it the wrong way. Rejection can and will be high. However, if you break the sales process into smaller parts, then rejection becomes something completely different."
Riddleberger said that salespeople need to understand that when they are turned down from a sale, all that means is that they can cross another "no" off of their list. By eliminating those who will not buy one's product or service, a salesperson can instead focus on those who definitely will or at least might be a customer.
"Rejection is good. Use it to your advantage," Riddleberger said. "Instead of feeling sorry for yourself when you get a 'no,' thank the unwilling or unqualified prospect for their 'no' and then proceed happily until you reach another 'yes.' Remember, at the end of the day, you only focus on the 'yes' prospects."
A quality sales training program will likely teach salespeople how to use rejection to help make them more effective at their job.