Sales Training – Self-Confidence is What Top Salespeople Build and Maintain
Sales Training – Self-Confidence is What Top Salespeople Build and Maintain
Procrastination may be an indicator of confidence in particular if you know what to do, how long it takes and can probably teach someone else! Like a brake light indicator being a warning that brakes aren’t working properly, procrastination is also a warning. Why do you procrastinate? Is it because you are new in sales and don’t yet understand how to break the sales process down? Or do you know what to do, but have a more serious system indicator light, like fear, that may be deep routed in a limiting belief? To start to get over procrastination, first determine if it is a warning (you are still learning the process) or a system malfunction light (you have a limiting belief).
Your self-talk can be a warning indicator light that your confidence is about to steer you off course. Like a seat belt warning, this kind of indicator light usually points to one thing and is usually temporary. After a long annoying chime, the seat belt indicator turns off if you fasten your seatbelt or wait long enough for the noise to cease. Because we have so much negative self-talk inside us we may be immune to the sound, not hear it or just move on autopilot not thinking anything of it. The key to get back on track with your self-confidence to sell is to stop, listen and redirect your self-talk. Replace the negative with positive at every chance. If you find it difficult to zero in on your self-talk, then pay attention to your feelings. Law of Attraction teachers say our feelings let us know when we are off course.
Our language patterns and how much we use “would have,” “could have,” and “should have” in our conversations in and out of self-talk can be a serious malfunction indicator. Negative language patterns like this are indicators usually more encompassing and serious like a car’s engine light. Who knows where the problem is until you take your car in for service? Our language patterns and how much we use “would have,” “could have,” and “should have” in our conversations outside of self-talk can mean our belief system is limiting our ability to maintain our confidence. If you have found you have tried many repairs to your self-confidence, but it still shows up in a whiny “would have,” “could have,” and “should have,” consider a coach. Coaches can usually more easily diagnose your situation and have longer lasting tools available to correct your problems.
These first three self-confidence indicators: procrastination, negative self-talk, and the three sister words, can keep your sales at a standstill or worse, subtly sabotage increased results for salespeople. Try all mental, emotional and behavioral strategies until you find your personal effective formula for shutting them off. In my next article you’ll learn where other times self-confidence shows up in lack of follow up, feeling like an imposter or somehow fearful in giving presentations, networking, or even asking for an order.
Sales Training SelfConfidence is What Top Salespeople Build and Maintain - To learn more about this author, visit Patricia Weber's Website.
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If you suffer from low or no confidence, or whatever your self-confidence indicator may be, this can translate to something minor or major which leads to low sales. Just as cars have become more sophisticated with warning lights, a salesperson who is in tune with their own kind of indicator systems will know when their confidence is low. Low or no self-confidence can be disguised as procrastination, negative self-talk, or the three sister words in conversations: would have, could have, and should have.
Procrastination may be an indicator of confidence in particular if you know what to do, how long it takes and can probably teach someone else! Like a brake light indicator being a warning that brakes aren’t working properly, procrastination is also a warning. Why do you procrastinate? Is it because you are new in sales and don’t yet understand how to break the sales process down? Or do you know what to do, but have a more serious system indicator light, like fear, that may be deep routed in a limiting belief? To start to get over procrastination, first determine if it is a warning (you are still learning the process) or a system malfunction light (you have a limiting belief).
Your self-talk can be a warning indicator light that your confidence is about to steer you off course. Like a seat belt warning, this kind of indicator light usually points to one thing and is usually temporary. After a long annoying chime, the seat belt indicator turns off if you fasten your seatbelt or wait long enough for the noise to cease. Because we have so much negative self-talk inside us we may be immune to the sound, not hear it or just move on autopilot not thinking anything of it. The key to get back on track with your self-confidence to sell is to stop, listen and redirect your self-talk. Replace the negative with positive at every chance. If you find it difficult to zero in on your self-talk, then pay attention to your feelings. Law of Attraction teachers say our feelings let us know when we are off course.
Our language patterns and how much we use “would have,” “could have,” and “should have” in our conversations in and out of self-talk can be a serious malfunction indicator. Negative language patterns like this are indicators usually more encompassing and serious like a car’s engine light. Who knows where the problem is until you take your car in for service? Our language patterns and how much we use “would have,” “could have,” and “should have” in our conversations outside of self-talk can mean our belief system is limiting our ability to maintain our confidence. If you have found you have tried many repairs to your self-confidence, but it still shows up in a whiny “would have,” “could have,” and “should have,” consider a coach. Coaches can usually more easily diagnose your situation and have longer lasting tools available to correct your problems.
These first three self-confidence indicators: procrastination, negative self-talk, and the three sister words, can keep your sales at a standstill or worse, subtly sabotage increased results for salespeople. Try all mental, emotional and behavioral strategies until you find your personal effective formula for shutting them off. In my next article you’ll learn where other times self-confidence shows up in lack of follow up, feeling like an imposter or somehow fearful in giving presentations, networking, or even asking for an order.
Sales Training SelfConfidence is What Top Salespeople Build and Maintain - To learn more about this author, visit Patricia Weber's Website.
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Dianne CramptonDianne Crampton is an executive leadership coach, team consultant, author and president of TIGERS Success Series, Inc. Dianne has been helping CEO's and Executives connect their employees to their core values and goals for over 20 years using the trademarked TIGERS team culture process, which stands for trust, interdependence, genuineness, empathy, risk and success. To download a free white paper on behaviors that build strong teams and behaviors that will predictably tear them down go here. - Visit Dianne Crampton's Website |
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