Two characteristics salespeople must have to reach the top: 

Confidence and self-esteem.

They can’t take “no” personally or blame the economy, the competition or their company when things fail to go according to plan.

Three confidence-building strategies

Not sure you’re people have the confidence necessary to make it to the top? Here are three strategies to share with them that build confidence — no matter what obstacles your people encounter:

1. Study up. Sales calls/presentations are like school exams — success depends on how much you prepare. The questions you’ll need to answer: What problem(s) is the prospect having? What changes is the prospect’s industry going through? Who else is involved in the decision-making process? The more research you do before sitting down with prospects, the more confidence you’ll have that you can get the job done — and the more sales will increase.
2. Avoid complacency. Confidence can turn into complacency when success comes your way and you stop planting seeds for future sales. Staying confident that you’ll remain successful far into the future requires always having plenty of leads in the pipeline. And that can only happen one way — by continuing to prospect.
3. Don’t stop believing. Do you believe in what you’re selling and that you treat prospects and customers fairly and respectfully? Salespeople who truly believe in what they do and who they are exhibit confidence and enthusiasm that spreads to customers. Salespeople who operate from a core belief system don’t hesitate during presentations because they know what to say and always say what they mean — and that builds trust with customers.

Tags: build confidence, core belief system, economy, leads, prospect, sales