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The Importance of Pride, Self Esteem and Confidence in Selling

Written by: Dave Kurlan

Article Overview: My guest on this week's edition of Meet the Sales Experts was Bob Sinton and we talked a lot about the importance of pride, business self-esteem and two levels of confidence:

The Importance of Pride, Self Esteem and Confidence in Selling

My guest on this week's edition of Meet the Sales Experts was Bob Sinton and we talked a lot about the importance of pride, business self-esteem and two levels of confidence:

1. the confidence that comes from knowing the sales process, strategies and tactics to effectively execute a sales cycle;
2. self-confidence - that feeling that you will simply be comfortable in your own skin, with another individual, who you will successfully sell.

We also talked about the importance of reaching Trusted Adviser status with your customers and clients, and how different that is from Vendor, Preferred Vendor, and Partner.

Bob's niche is in the service industry - businesses associated with construction - so we talked about people whose background may not be sales. Since they are being asked to acquire business, we discussed the difference between their title (plumber) and role (sell).

Bob is a believer in performance based pay - for everyone - and sees the day coming where everyone is compensated on performance.

His top tips for success in 2010:

1. It's not enough to just be good anymore. You must be better than you were before - you must become great.
2. You must have a step by step plan to achieve your goals. It's a new world and we have a new economy so your plan of action much change - at least slightly.
3. For CEO's and Presidents - Fish stink from the head down so you need new strategies and a new mentality to succeed in this new economy.
4. Sales Managers must take the lead in the quest to improve their salespeople.
5. Salespeople must embrace the changes to the plan in order to see their results change.

Listen to the show. Contact Bob.

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Article Tags: adviser, believer, li li, new economy, new mentality, niche, own skin, performance based pay, plumber, preferred vendor, presidents, sales managers, salespeople, self confidence, self esteem, service industry businesses, sinton, stink, take the lead, target



Related Forum Posts
Boosting Confidence - Confidence is something all of us women could stand to have infused in our blood 24/7! It’s one of those areas that many struggle with the most. Through my coaching practice, I’ve discovered an underlying thread that seems to undermine confidence in some women. It has to do with confusing true confidence with pride or arrogance. Confidence is being sure of who you are and what you are able to do in a way that does not compare yourself to others. It is not dependent on value because every one of us women is valuable. Pride or arrogance is when someone lifts him or herself above others as if they are more valuable than others. It also seems to be related to "approval addiction" where the self esteem must continually be fed by others or they don't feel good about themselves. Thus, some arrogant people put others down so they can see themselves as above. Confidence is simply being all of the great woman you already are. You want to create a great business and you want to do your job well. It is not prideful to be confident in what you are doing. I invite you to give yourself permission to really let your abilities come forward and see what happens to you and your business as a result. I’d also love to hear what methods you have for boosting your own confidence.
6 Simple Ways to Be Taken More Seriously - 1. Eye Contact 2. Be Assertive 3. Speak Clearly - Don't beat around the bush 4. Better to be the king the the court jester - only make jokes when apropriate. If your not serious then don't expect people to take you seriously 5. Confidence 6. Confidence (yes, confidence again!)
Re: Kevin's Case Study #10 - When to become an entrepreneur? - When the bug bite you. A lot of successful entrepreneurs started in their teens or at school. Selling sweets to fellow students or lemonade to firends in the neighbourhood.
Re: This is Marketing Warfare! - Hey GT, I guess this was from a while back, and it'll test your memory a bit but could you possibly elaborate on Unique Selling Proposition? Can you give us some examples of good USPs?
Blog pinging - Thanks Martin - yes, I do ping and it has been very effective. I'm currently on the first page of Google for Mastermind Group and on the second page for Selling to Small Business.


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