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?”


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 (A 2011 Sales Training Company Watch List Award Winner!)

Categories: Motivation


11/28/2011 6:30:55 AM #
Great ideas already presented.  To be at my best I make sure I'm surrounding myself consistently with people who are top performers -- they also generally positive people.  Before making important phone calls or walkling into sales meetings I do two things when I feel I need a boost.  I call a client who is thrilled with the work our firm is doing for them.  They love to tell me how great things are.  This also reinforces the value of what we do for the client.  And two, I take some really deep breaths and then focus on my breathing for 5 to 10-minutes before I begin making phone calls or go into a meeting.  

If the challenge is deeper -- such as making cold calls (which I am not a fan of every doing) I suggest that you do some research on the person you are calling (LinkedIn, Google, InsideView) and possible pull up IntroRocket within SalesForce to see who we know in common and can someone else help me either with my research or even make an email introduction.  I even like to look at Tweets that a person has made and even sometimes they are related to the reason I'm calling -- bingo!

Life -- work and outside of work is to be fun.  If the focus is on lack of quota then that's what you will attract - lack of sales.  Focus on WHY you do what you do.  

You may also want to start saving some really great video's that inspire you.  They do not have to be business related -- maybe it's a great message that causes you to want to reach for the moon.

Here's to getting back in the zone,
11/29/2011 5:18:59 PM #
by Mike Evaristo United States
I agree with Kent Gregoire's comments.  I, too, have been in this position several times ESPECIALLY during the holidays when it seems like bodies are at work but minds are already on holiday.  I have an inspirational book, nothing of a religious nature, just a small book that has 'Thoughts For the Day.'  It helps me focus and prepare for the day.  Cold Calling!  Can't stand it either and don't know a salesperson who does!  However, I spend 95% of my time on the phone with a good portion of that being cold calls.  The way I look at it, and this took several years of effort on my part, is the person on the other end as just like me.  Gets same common cold and has personal problems as well.  I make my call and, if a conversation starts, then sale is possible.  If he/she hangs up.....on to the next call and get back to that person during second round of calls.
Hope this helps.

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