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The Keys to Unlock Sales Success: Mindset and Belief (Part 2) by Richard Fenton & Andrea Waltz Everyone agrees that self-confidence is critical to sales success. Confidence
conveys trustworthiness and credibility and makes it more likely that prospects will believe in what they are being told and commit to a purchase. What’s interesting is, most salespeople spend hours studying the product they sell—what it is, what it does,
availability, specs, pricing—yet they spend only a fraction as much time studying themselves. Think about it: how much time do you spend studying yourself? How much time do you spend studying the inner workings of your mind? If confidence in your product is important, wouldn’t it stand to reason that confidence in yourself is just as important? - A survey by HubSpot revealed that 61% of salespeople believe that confidence is the most important trait for a successful salesperson.Â
- The Sales
Education Foundation found salespeople who receive ongoing training and development in areas like confidence-building and self-esteem report a 50% increase in sales performance.Â
We’ll go so far as to say that having confidence in yourself is considerably more important than having confidence in your product. Which leads us to the topic of self-esteem—something we’ll discuss next week.
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