First of all, Happy New Year Everyone! We hope you all had a terrific holiday season and are “tanned, rested and ready” to blow the doors off of your sales goals in 2014!
The start of a new year is a particularly important time for us as salespeople. We are full of new energy, optimism and hope, and it is important that we explode out of the starting blocks, radiating that positive energy and confidence.
In fact, do you know what the number one thing buyers look for in salespeople in the course of sizing up a potential purchase?
The answer is confidence. That’s right . . . buyers seek confidence, conviction and, on the contrary, are ultra–sensitive to any signal that we do not believe in our product, service or in a successful outcome for the buyer from the transaction.
And how do we build and radiate confidence? By knowing our product cold. By developing great answers to every key questions a prospect is likely to ask. By not talking too fast or being too glib. And by referring to actual success stories about other people who did similar transactions with us and had successful experiences and outcomes.
Remember, emotions are contagious and confidence is absolutely contagious. So as we move into this brand new year . . . concentrate on building up your confidence to its highest level ever and work on transferring that conviction in every way you can.
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