CONFIDENCE IS KEY IN SELLING

Confidence in selling is something I constantly remind any new and younger sales people I train or come across.  Every new and young sales person just wants to get as many sales in as possible.  I don't think they care if they know what they're talking about or look a little desperate. In their mind they are desperate!  For sales!

One day we had a very prestigious company call into our office.  Our CSR gathered some info and passed her along to our salesperson.  This salesperson, let's call him Frank, was about a year into selling signs.  He talked to the representative of this company and they set up an in person meeting.  He emails this prospect to just confirm everything, and he copied me, as he should.  This guy says in the beginning of the email that he was so happy to see their name come up on caller ID because he has been trying so hard to be a sign vendor for them for several years. I was mortified to say the least.  I knew I had to speak with them and introduce myself so there can be a grown up in the room Lol.

The worst part is Frank had a phenomenal first year of sales!  He kicked butt!  But he saw their name on the phone and all the confidence went right out the window.  Typical for new or young sales people.  But we don't have to be Frank!  Be Don Corleone.  Be the Great White.  

Customers want confidence in the person they are giving money to.  So "fake it til you make it" if you have to.  Know your worth, the worth of your company, yourself and your team.  THAT is how you get the customer.