6 Ways To Build Your Confidence

1.Build Trust: Approximately 80% of sales are lost because the representative failed

to establish an element of trust and credibility with the prospect. Dont just ask for the business-earn it by establishing your trustworthiness. This is a relationship business, so honesty, diplomacy and true desire will set you apart.

2.Emotions: Approximately 65% of all buying decisions are emotionally based. We all have a tendency to make purchases from an emotional perspectiveand then somehow justify those decisions from a rational perspective. Sell to the heart first and the head second. Do a cost-benefit analysis; offer something they can visualize-then justify!

3.Persistence: Approximately 80% of sales occur between the second and fifth communication. However, the vast majority of representatives quit after the first. Furthermore, only 20% make a 3rd attempt to communicate-when the majority of sales occur. Top of mind awareness, not pushiness is the key. You are building a business so take time to establish rapport and remain pleasantly persistent.

4.Planned Approach: In over 50% of the sales presentations made in any industry, the representative does not use a planned approach, but rather shoots from the hip. Increase your conversion ratio by using your needs assessment and plan to win every time!

5.Sales Objections: Successful sales presentations contain approximately 50% more objections than non-successful presentations, so welcome the objections and overcome them. If your prospect is asking questions, theyre the same questions posed to your competition. Open your mind and let the prospect open their mouths.

6.Value: Professionals sell value not low price. Studies conducted show that in business-to-business sales, only 14% of all buyers considered the lowest price to be the primary reason in making a purchase. Dont lowball it, you are worth it!

by: Denise Maling

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