How Important is Confidence in Sales?
It should come as no surprise that one of the most important traits a salesperson can have is to be confident. But why? What’s so very vital about confidence as a trait of a talented and successful salesperson?
First, there is a vast difference between being confident, and being arrogant. Arrogance is signified by the need for external validation and acceptance – truly, it is a sign of low self-esteem.
Confidence is signified by a healthy sense of self-worth, without relying on external anything. Arrogance will turn customers off, while confidence will bring them in.
Where confidence really becomes key is in the product or service offered for sale. When you truly believe in what you are representing and selling, it translates easily to the prospect. Often, that confidence alone will create excitement about the offer to even a mismatched prospect!
When you sell with confidence, you create instant trust, because you are believable. And we know that trust is the key to the sales kingdom.
Even if you’re not blessed with innate confidence, you can take these few steps to become more confident:
1.Know and trust your company. If you can’t trust the company you represent (whether it be your own or your boss’s), you won’t be able to sell effectively.
Trusting that your employer has your back, and will provide anything necessary to facilitate your growth as a sales professional will enable you to feel secure when selling.
2.Know your product, inside and out. Many people who start out in sales don’t go out of their way to know every single small detail of the product or service they are selling.
This is imperative to a confident sales approach, as your lack of knowledge will create subconscious fear in you when selling, and that will be noticeable.
3.Know your audience. Along with knowing your product or service, you must also study the details of who the perfect buyer for that product or service is.
The more detail you can know about your ideal prospect, the deeper you can get “into their head” about their want or need to purchase.
And when you do this, you can speak to any of the prospect’s fears or reluctance when making the buying decision.
Never take confidence for granted. Do the things that you know will build and maintain that confidence, and you’ll see the difference in your sales numbers.
How Your Body Posture Affects Sales
Humans are naturally intuitive when it comes to body posture and the meanings assigned to our many different mannerisms.
When watching apes or chimpanzees, you can see some of this same posturing going on, though hopefully, it is more subtle in us humans.
How body language relates to sales is an interesting study, and though proper posturing may come naturally to some, it is a skill that can be learned and perfected by utilizing a few general rules, and then tailoring your actions to the audience you are trying to capture.
Start with a comfortable, casual stance. Your shoulders should be comfortably back, imparting a sense of confidence. Arms are down by your sides, clasped in front of or behind you, but never should your arms be crossed unless you are mirroring that behavior in a prospect.
Your entire body should impart a sense of trustworthiness and helpfulness.
Here are just a few specific posture styles that will help you when on your sales calls.
Mirroring is noticing, and matching the nuances of your prospect’s body language and mannerisms. Even the way your prospect talks can be mirrored.
Each one of us has unique hand movements, postures, and habits that can be mimicked.
When we see others acting the way we are, we subconsciously feel accepted and understood. This leads to trust. The key to successful mirroring is that you do it naturally, confidently, and subtly.
When you look your prospect in the eyes, it shows that you care, and are interested in what they have to say. This goes closely with listening instead of talking.
Let your eyes express your genuine curiosity about your prospect, and that you want them to keep talking. Avoiding eye contact will make you seem untrustworthy and not confident.
Leaning Towards Your Prospect
Leaning into whoever you’re speaking to gives them a feeling of exclusivity as if they are the only one privy to the deal you’re about to present.
It is a friendly gesture that shows your openness to know more, and your willingness to listen, too.
Walk Your Talk
Your body language should be aligned with what it is you’re saying. If you’re presenting a powerful message, use powerful body language.
If your message is exclusive and subtle, then tone down the mannerisms to match.
An in congruent message will sound a warning bell in the subconscious of your potential customer, so make sure you’re aligned physically and verbally with your message.
Remember to check back soon for Issue 5 (Last Issue) on this topic.