I get asked this question a lot, and feel like it is one of the biggest reasons why salespeople are not successful and ultimately end up leaving the profession. Until you can overcome this fear, there is little chance that you will ever be successful. Your lack of confidence is quickly going to be seen by the customer and will either turn them off towards you or make them take advantage of you if they decide to buy.

Here’s a video on this topic:



Your lack of confidence stems from your unbelief in yourself and how you can help others. When you lack self-confidence, you feel that what you’re doing is intrusive and bothersome. The only way to overcome this is to stop and shift your thinking to the positive outcomes you help others achieve. Focus your thinking on all the ways that your customers have benefited from what you sell. The value you create is not in what you sell, it’s in the outcomes your customers achieve.

The second major area that destroys confidence is with those your associate. We become like those we most spend time with. It makes sense that if you associate with negative people, you will become negative. Personally, I choose to not associate with certain people because of their ongoing negativity. Instead, I intentionally seek out optimists, those people with a positive attitude and outlook on life. So, who do you need to replace in your life? It’s not harsh thinking. This is the real world, and if you want to be in the best position possible to help others, you must monitor closely those you connect with around you.

The third area to work on is setting goals you know you can achieve. Of course, we all want to set “shoot for the moon” goals but that’s a waste of time if you lack the confidence to accomplish even modest goals. I coach people to set simple goals that you know you can achieve right in the first hour of the day. It’s amazing how much confidence and momentum you gain by quickly achieving a simple goal. It sets you up to achieve the next one and and the next one. Then, with each one your confidence will increase and you’ll be more successful.

The fourth and final area to work on is take the time to thank others. Be fully aware of all that you have to be thankful for. Regardless of your situation, you have much to be thankful for. Take time each day to thank others, and take time each day to help someone else. You’ll be amazed at how much your own attitude and confidence changes when you help others and show gratitude. Confidence is not something you’re born with. Confidence is something you earn each day through your actions and how you choose to respond to things around you. The more confident you are, the more opportunities will come. Self-confidence is the foundation from which success is built.

Copyright 2019, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Result

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