Three Kinds of ConfidenceBuilding Persuasive Sales Success

Confidence

The Three P’s of Persuasive Success:

1. PERSON

2. PROFESSION

3. PROCESS

1. Personal Confidence

Confidence in your own personal integrity and unique value

Personal Confidence

oBaseline for success.

oBLT – critical acceptance factorBelieve in yourself.Like yourself.Trust yourself.

oBring this to your customer.Make them believe you.Make them like you.Make them trust you.

Are you hungry?

Self-Esteem on the Job

oMaintain healthy self-esteem.

oLoss of self esteem on the job, two main causes:oNot taking responsibility for things within your control,

things you can do something about.o Taking responsibility for things outside your control,

things you can’t do anything about.

oKnow the difference between the two!

Keep your number higho Accept yourself

and the things that you cannot change.

o Discover your self worth from within:o Kick the external

approval addiction!

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SELF-DOUBT

SELF-CONFIDENCE

Subconsciously asking for NO Getting to YES

Focus

o Acknowledge your weaknesses …

o But focus on your strengths!

Exercise 1:

1. Write down something that bothers you, which is really your responsibility, which you could do something about.

2. What are you going to do about it?

3. Starting when?

4. Change that last answer to now.

Exercise 2:

1. Write down something that troubles you, which is not your responsibility, which you can’t do anything about.

2. Think about what you just wrote down, and say:

“To heck with it.”

3. Now mean what you just said.

2. Professional Confidence

Confidence in the value and integrity of your job

The Self-Made Man

“There are no such people (the self-made man). 

Many have, indeed, overcome poverty and other enormous obstacles to achieve success. But nobody did it alone.

All success depends on goodwill, cooperation and assistance. It depends, too, on the examples others have set.”

Sales Profession

o Of the top 10 paid professions in the US, half are sales positions.

Sales Freedom

o Selling is the only profession that has no limits other than those that you set for yourself.

o Selling confers total personal liberty and total personal responsibility.

Sales Necessity

o Without Sales, nobody else has a job.

o Selling makes the economic world go round.

3. Process Confidence

Confidence in your persuasive technique and selling system for producing positive results

What is Value?

o Value is more than just quality or competitive price.

o Value is everything you and your company do to help the customer get the most from your product.

Ongoing Value

oContinuing benefits yield repeat sales.

oWhat can you do to make your customer come back again and again?

Value: a Point of View

o Try looking at value from your customer’s point of view.

o What is valuable to your customer?

Product Value: Questions to Consider

o Is not using the product costing them money and/or time?

oWould the product make your customer’s life easier?o How so?

oWould they be more productive with your product?

o Is the product worth the price?

Enthusiasm

oBelieve in your product.

oBe excited: enthusiasm is contagious!

BE CONFIDENTin Person, in Profession, and in Process