SUCCESSFUL SALES AND SELF-CONFIDENCE

Dave Kirk

Thursday July 23, 2015

Having A Successful Sales Personality

Be the kind of salesperson you would like to buy from.

Honesty….

It’s more than just the best

policy.

-Be honest about your

intentions.

-No trickery or gimmicks.

-The difficult truth.

- This includes being honest with

ourselves, so how?

Remove the Hidden Fears• High-powered super salesperson

• Study the “top achiever” and you'll often find a very insecure individual• They’re performing out of fear of failure• They act aggressive rather than assertive

• Self-effacing sales reps• They choose the lowest denominator of job performance

• this type only accepts his limitations, and not potential• you can find a bitter soul who needs to "get even" with customers, tough

and friendly ones alike, by giving as little as possible of himself• They think “buyers are liars” - sad way to live

Those who suffer from low self-confidence feel badly about, even reject, themselves. Most often they reject others, too, including sales prospects

Start Identifying Low Self-ConfidenceSalespeople often wonder three things:

(1) is the customer going to accept me?;

(2) how will I be viewed when I make my presentation?; and,

(3) will I be able to persuade the prospect?

While in the demo, their brain could be saying - "This guy is just like the last prospect who turned me down," he may think. "I'm wasting my time."

negative self-talk is a confidence killer

Stop Wearing Masks And Playing It Safe

• Take the so-called SuperRep. This person often creates a separate persona which he feels more acceptable to buyers than his real self. With every "success," this type grows increasingly divorced from reality. "They don't like the real me, only my mask,”

• Humble Rep can float along for years, selling just enough to get by, finding a safe comfortable niche in the lower ranks of sales performance, and never breaking out of his old groove. Focus on the past and negative self-talk lead this type of salesperson into retreat.

• Is this the life you want?

Keep Nurturing Self-Confidence

• The active ingredient in management of self-confidence is choice – this is a daily no it is a minute by minute decision• You can choose to regulate your feelings and self-confidence or let

events do this for you.• Expect to make mistakes,

• to lose sales from time to time--and • learn to correct your errors.

• Expectation to grow beyond the present situation. • Expectation to focus on one's potential, not just results• Expectation to focus on our need to feel fulfilled, not just feel good

5 Lessons To Keep it Going

1. You have to keep the motivation up.• Spend 3 minutes right now thinking of your successes• List the upside to conquering the thing that is stopping you - WHY

2. Failure is not permanent• Failure is an event, not a person

3. Learn what you can from your low points• What can I learn from this• What is the market trying to teach me

4. Look at your world and the people in it through an open and positive lens

5. Get the ball rolling today• Take one small step forward, or even a smaller step• Just take care of today

Great Men…Great Thoughts

Vance Havner

“Success means doing the best we can with what we have. Success is the doing, not the getting; in the trying, not the triumph.

Success is a personal standard, reaching for the highest that is in us, becoming all that we can be.”

Zig Ziglar

Great Men…Great Thoughts

SUCCESSFUL SALES AND SELF-CONFIDENCE

Dave Kirk

Join us on Thursdays – 4:00PM ET

Give me a call 707-927-3538