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Topics Covered: <a href='/resources/search/?query=Personal development'>Personal development</a> | <a href='/resources/search/?query=Sales personnel'>Sales personnel</a> | <a href='/resources/search/?query=Self-Improvement'>Self-Improvement</a>
Sales Leadership
Sep 15, 2009 | Mike Coleman lock

There is one sure thing in sales. If you don't have confidence in yourself and the product or service you are selling, you will not succeed. You must have confidence in your abilities and you must value what you have to offer. Fear, lack of self-confidence, low self-esteem, and not seeing the value in what you have to offer can kill your chances of success.

You know the truth and you must answer the following question honestly and without hesitation - "Do you believe in yourself and what you have to offer?" If you cannot answer a resounding yes to this question, even though you may think you are projecting confidence and self-assurance to your prospects, they sense something other than confidence and self-assurance. They may not know what it is or be able to describe it but something is causing them to not be attracted to you, your product, or your services. Something is causing them to have a negative reaction to what you have to offer.

Most people can sense fear and self-doubt in other people. They may not acknowledge those feelings but they are still there. Professor of Psychology Randolph Blake and doctoral student Eunice Yang of Vanderbilt University conducted research to learn the speed at which we recognize fear. Their research has shown the human brain becomes aware of faces that express fear faster than it becomes aware of faces that express other emotions.

Everyone has this instinct that senses fear, lack of self-confidence, and low self-esteem in another person. None of these traits can be associated with success in any field. Here are five ways you can improve in all these areas:

1. Never stop working on your personal development. Study the classics by Brian Tracy, Zig Ziglar, Anthony Robbins, and others. There is a great little book called "How I Raised My Self From Failure To Success In Selling" by Frank Bettger written in 1947. The basic principles still apply. Study this material and apply it to your life and to your business.

2. Become an expert in your field. Know everything you can possibly know about your product, your service, or your industry. Never stop learning. This will give you more confidence in yourself and your prospects will sense your increased self-confidence. They will be more receptive to your message if they know you are the expert in your chosen field.

3. Don't ever put yourself or anyone else on a pedestal. Either way you lose. You are deceiving yourself and the other person when you do this.

4. Don't base your self-esteem on how successful you are now or on how much money you make. Don't base your self-esteem on external factors, especially ones that are out of your control.

5. Learn to make decisions quickly. 80% of all decisions you have to make should be made immediately. This is a habit you can develop and the more you do it, the better you become at making difficult decisions.

Always approach your prospects and clients from a position of power. Always show respect for the other person but project a sense of quiet self-confidence and self-assurance. Believe that you are the best person to deliver this product or service. Your sales will go up and people will be much more receptive to your message.

About the Author:

Mike Coleman is a business strategist, speaker, and author. He helps small business owners and professional service providers grow their business and build a better business. He is also the author of Playing The Right Cards: How To Successfully Market Your Small Business of Professional Services book and the Playing The Right Cards Marketing System.

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