“Optimism is the faith that leads to achievement. Nothing can be done without hope and confidence.”
Many professionals consider themselves very confident. Many others will say they feel they lack confidence. It is better to think of confidence, not as a trait you were born with or acquired earlier in life, but rather the sense you have, at this moment, that you are ready to succeed.
Knowing what your products are and what each one does is crucial for every form of knowledge work. Confidence in persuasion comes not only from knowing your product(s), but also knowing your customers or audience, and, of course, knowing yourself. You build confidence as part of preparation, then demonstrate it when you present. Make eye contact. Speak deliberately, being mindful of how your words are received. Exude confidence that your product knowledge is wide and deep enough to answer questions, overcome objections, and explain the product fully when the time comes.
If done correctly, practice produces confidence. The best practice of rehearsing has already been discussed. If you were going to perform in a play, you probably wouldn’t want to walk on stage without rehearsing first. Tests and presentations are performances too, often with much more at stake than looking prepared in a play. We are really talking about practice. The age-old adage, practice makes perfect, is true throughout life, as every business consultant who thrives on “dry runs” for client presentations can attest.
You also build confidence by setting the stage, as, for example, in this set of ideas for outside sales.
Arrive early
Review the buyer's personal information and the notes from last sale. This information should be listed on the account card. Plan your warm-up.
Review your objective and pre-written plan.
Check up from the neck up! Looking good? Got everything?
Take a quick visual inventory.
Greet the buyer, conduct a quick warm-up and excuse yourself to conduct an inventory. While taking an inventory be sure to re-merchandise and straighten. If applicable, use inventory control sheets to log product counts and make notes.
Pre-write reorders.
After conducting the inventory, walk the store looking for new opportunities. Look for space to establish presentation real estate.
Formulate a master plan. What to show first, what concepts to emphasize.
Establish an "I'm okay, you're okay" relationship. Take as much time as needed to get your customer is ready to move into a selling/business situation. Solid preparation means an established rhythm and routine of your day, week and month. A well-planned, well-understood routine builds confidence. Depending on the context you are working in, there are some basic concepts that nearly always apply.
Talking to your coach. This habit is about building confidence that you know your products. Using your own measure of confidence, once a day or throughout the day tell your coach why you have—or haven’t—presented yourself and your product with confidence every time. Your coach will ask questions to help you think about how to master the habit.
Are you as confident as you'd like to be? Few people would answer "yes" to that question. But, according to Becky Blalock, author and former Fortune 500 executive, anyone can learn to be more confident. And it's a skill we can teach ourselves.
Read MoreConfidence is the cornerstone of leadership. If you don’t believe in yourself, how can others believe in you? Here are seven ways FBI agents learn to boost their confidence—mental hacks you can use to be more confident in yourself, too.
Read MoreEven the greatest leaders lack self-confidence at certain times. Self-confidence is not a static quality; rather, it’s a mindset that takes effort to maintain when the going gets rough.
Read More
