Articles under ‘Confidence’

Although cold calling may not be the most effective form of lead generation in terms of conversion rates, I would not rule out cold calling if you need to get some momentum in your business development. I have a client whom since biting the bullet and starting to make the calls has started getting loads more referrals. Weird eh?!!

He listened to the excellent free audios and videos on this site on cold calling by leading experts to learn some key strategies. We then worked out his approach and did some role playing and objection handling to help build his confidence.

Listening to the experts really got him to realise that his objective was to find people with the problems he can fix rather than try and push people into buying things they don’t really need. Once he had evidence that people with these problems were open to his solutions it took his motivation to a whole new level. It is as if the blinkers were removed from his eyes and now there is no stopping him! The enthusiasm has spilled over to his other forms of lead generation and the cash is beginning to flow.

I am sure he will take some of that cash and invest it in the excellent offline courses by the trainers on this site. However, the material was enough to help him make a breakthrough and start getting his business onto an even keel.

Job done!!

You are an accidental sales person and you hate the idea of selling. You know you have to anyway as you have a mortgage to pay and a family to feed! How do you go about increasing your confidence in selling?

Around a year ago I produced a podcast on this topic with radio presenter and journalist Chantal Cooke. We discussed the various things that typically impacts selling with confidence and this is a full transcript of the podcast available for premium members in e-book format.

Sales is a fantastic vehicle for personal development. It involves confronting your fears, stretching your comfort zone, and expanding your thinking. It takes courage to do things you find uncomfortable. Learning to sell requires courage!
Courage is also known as bravery. It is the ability to face fear, pain, danger, uncertainty or intimidation. It is called [...]

Having confidence and self esteem certainly helps in sales. People buy from people they like and if you don’t like yourself much then why should other people be interested enough in you to listen to what you have to say?
It is possible to develop your self confidence and self esteem. Its certainly something I had [...]

After you have read a few sales books and have attended a sales training or two you think you know the score. Get a USP, focus on the benefits of your product and service and remember that people don’t like to be sold to but they do like to buy. Just because everyone is saying it does not make it true. In this recording, Grant Leboff explains why traditional sales thinking can hold back your success and how to think about sales interactions in a way that will increase your sales results.

Grant Leboff is author of the book ‘Sales Therapy: Effective Selling for the Small Business Owner’ and Grant will expose some of the many myths of selling and in doing so will help boost your confidence in your abilities to sell. In addition to being an ‘in demand’ speaker, Grant runs a successful tele-marketing business and adopts a soft sell approach.

Around 15 years ago I learned a technique that really boosted my confidence and performance in sales meetings and I still use the technique to this day for every sales meeting I attend. You are, however, more likely to discover the technique in a book on sports performance than a book on sales.
Top sports [...]

In this article I present a 5 step visualisation technique that changed me from a shivering wreck in sales meetings to a super confident sales person.  I use it for every sales meeting, every speech I do and anything that needs super confidence.
This technique can be done totally in the imagination in just 2 minutes [...]

The hair on the back of your neck stands on end and you feel strangely spooky. You have just seen and heard something that you are sure you have experienced before. Was it a dream? Was it a premonition? Was it an event just forgotten about? Science is still struggling to explain and reproduce the déjà vu phenomenon.

There is a different form of déjà vu that is simple to reproduce, although slightly less easy to explain. Top performers in most walks of life and especially in sport use it every day. It is a standard ability that we are all born with and most people use fleetingly without realising its true potential. It’s the ability to use your mind’s eye to repeatedly imagine what you want until it happens. At the highest level of sporting achievement, in activities as diverse as golf, football, running, karate, and even table tennis, sports coaches are seeing the dramatic improvements in performance that can come from using mental rehearsal. In this article we look at how you can start to harness the power of mental rehearsal to further boost your sales results.