Inside Sales Buzz Blog

Inside Sales, Scripts & Cold Call Techniques from Michael Pedone

Sales Confidence Need a Boost?

by MichaelPedone 28. November 2011 16:09

Sales Question:

“My sales confidence is at an All TIME LOW… Everything my sales manager has to say, I've heard before and nothing seems to help. Has this ever happened to you and what did you do to get out of it?”

ANSWER:

Yes, I've been in that exact situation before.

To boot, this time of year brings extra pressure for inside sales reps because if the numbers aren’t where they should be or need to be, not only do they hear about it at work, they feel it at home by way of needing extra revenue that isn’t there for the Holidays.

The weight on a salespersons chest during this time of year can feel like a gigantic boulder, suffocating them with no relief in sight.

If you’re in that situation, and would like some ideas that could help you get out of it, there are a few things I’ve learned through the years as a straight commissioned salesperson that may be of some assistance to you.

Essentials to Stimulate Your Own Bailout

Here you go…

1 - Believe in yourself. This isn’t just words. This is literally a conversation that you need to have with yourself.

You need to know that you can do this. That there is a way out and that you have the ability and courage to do so. You will find away. We are made to achieve more than we think and can handle more than we think is possible. This mountain you are facing is nothing more than a grain of sand and you will conquer it. You just need to find the path. It’s not a question of “if” but “how” and know that you have the ability to do it.

2 - Make a List. Start with what you need to do and get on it. Quickest way I’ve ever found to get myself out of a financial jam or sales slump is to pick up the phone and start doing what I should have been doing all along and that is – make sales calls.

Here’s the twist though… Do NOT try and sell.

Desperation selling leaves you empty handed with a trail of prospects in your wake that will never want to hear from you again. Simply call with the purpose to see if it would make sense to have a conversation that would determine if what you have to offer “might” be of some help to them. You will be less threatening to your prospects this way and you’ll pique interest (if your opening value statement is what it should be) and you’ll gain some momentum as you start to set appointments or advance the sales calls right then and there.

3 - Stay focused on the tasks at hand and not the looming cloud of pressure that is hanging over your head. With each sales call, that cloud is breaking up and dissipating. Clearer skies are on the way but you need to keep doing what you are doing.

Bonus Round...

Check your ego at the door. Having confidence in yourself is a must however arrogance is a success killer.

Seek out advice from others who have already been through AND have successfully achieved what it is that you are after. Learning from others who have already succeeded enables you to get the results you want faster than what you would be able to do on your own.

Hope this helped.

Michael Pedone
CSS: Chief Sales Scientist
SalesBuzz.com (A 2011 Sales Training Company Watch List Award Winner!)


Categories: Motivation

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About the Author

Michael Pedone, founder and CEO of Live Online Sales Training Company SalesBuzz.com
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