Personal confidence can change everything and create significant success for every originator. Originators must believe in themselves and their products before they can consistently sell their services to vendors, end-users, and other stakeholders. Confidence is best strengthened through:
Being prepared, doing your research, and knowing the facts on the ground. Knowledge is power.
Learning from your successes and failures and being able to articulate experiences on a personal basis.
Having a support network that backs your efforts. These networks are built over time and can be both internal and external stakeholders. Testimonials will boost anyone's confidence and the act of asking for a meaningful testimonial takes confidence.
Practice. Practice makes perfect. Top originators are constantly refining their selling skills and striving to become stronger professionals. The act of practice builds confidence.
Exploring the unknown. Top originators are constantly seeking new "blue oceans". The act of exploration allows them to react with greater confidence to the task at hand.
I recently witnessed an originator pursue and win a large relationship for his company. The relationship will significantly change the trajectory of his 2021 and 2022 production numbers. The originator pursued the relationship, even though many thought it was unattainable. He did his research. He presented his products with confidence (he neither oversold nor undersold his capabilities). He led with his strengths and was willing to mitigate his weaknesses upfront. He developed a program for the client and then sold the program to his management team. He was always confident that he was the best solution for the client and that the program, designed properly, was a profitable venture for his company. His personal confidence and perseverance allowed him to convince others of the facts that he knew to be true all along. That is what successful originators do every day with confidence.
Survive - Thrive - Lead
This "Sales Tip" is provided by Wheeler Business Consulting.