The success of a Direct Sales business depends on many factors, but one of the most important is how confident you appear to your customers. Because your business depends on relationships you build with other people, you must be confident in yourself. Confidence is the key to direct selling success.
It’s important to believe you are great. Otherwise, your customers may not know it. Selling is about transferring confidence. The responsibility of a sales representative is to show your customers that you are confident in your offering so that they are more likely to believe in you than doubt you.
Practice makes perfect.
You could practice in front of the mirror before presenting your sales pitch to your kids’ stuffed animals if you lack confidence in your sales pitch. Perform in front of close family members once you feel more comfortable with what you’re doing. For those who are bold and ambitious, consider recording yourself on video. If you take note of where you excelled and where you want to improve, then you will have a better idea of how others view you, as well as be able to identify your strengths and weaknesses.
Find a mentor
A mentor-protege relationship can be very successful. The first step is to identify your upline, most likely the person who introduced you to the opportunity. Nevertheless, your manager may be able to refer you to other experienced and successful consultants within your organization or to others who will be able to give you pep talks or organize networking events to enhance your self-esteem. Consider watching your mentor in action. For example, ask if he or she is frequently at the top of the sales list. If so, ask if you can accompany them during a sales presentation or home party. Having someone you trust and respect is imperative to creating an effective mentor relationship. You may even pick up some new ideas from the experience that you can implement in your own practice.
Find a partner
As opposed to a mentor, a partner does not have to be associated with an organization. Sometimes our best partners are those who have already become part of our lives and will act as our cheerleaders. It’s important to share your ideas with your partner about what you’re looking for. A partner who can promote your accomplishments and enhance your self-esteem are great qualities. Don’t ever underestimate the power of having someone who will stand by you through thick and thin.
Dress for success
The power of someone who will stand by you through good times and bad is not to be underestimated. Dress comfortably when leaving the house for a sales demo or training session, for instance. A well-fitting outfit should be appropriate for the occasion (not too casual, not too dressy) and should display appropriate accessories and hairstyles. An appearance that is well-presented reveals professionalism, competence, and confidence. It also gives a great first impression of you and your business.
Sit up straight
Slouching compresses the lungs, which inhibits deep breathing (which is imperative for feeling relaxed). Not only will you feel better physically, but it will also make you appear more professional. You can post notes in your office as a reminder to sit up straight and take a deep breath before your next call to help you remember. Participating in the exercise is a natural confidence booster, and it requires no effort.
Focus and Build Upon Strength Areas
In order to be successful, salespeople have to realize their strengths and work to enhance them. This does not come from arrogance but from understanding themselves. Work with your reps to identify areas in which they naturally excel and coach them on how to enhance them. Clearly, this will improve their performance in that area, but even more importantly, it will help build their self-confidence when confronted with challenging exercises.
Replace Negative Energy with Positive Influences
If you want to motivate others, your sales managers need to be positive and confident themselves. Avoid negativity whenever possible. Surround your salespeople with successful, goal-oriented people. This is a great way to build their confidence. A mentor can assist new sales representatives in developing their skills and becoming more confident. New sales representatives can be paired with mentors who can provide them with positive reinforcement.
Learn from the Success of Others
Creating an atmosphere of shared “tribal knowledge” among your salespeople is important. When a salesperson succeeds, congratulate him or her and ask that the team know about the success. By doing so, they will learn new skills and gain greater confidence. Furthermore, they will help their team members achieve the same success.
Master the Fundamentals
Since sales professionals should know every step of the sales process like the back of their hands, they should not feel insecure until they know every step of the sales process well. When salespeople undergo effective training, they become familiar with the steps of the sales process, so they don’t get confused when they are on the phone with customers.
Slow down
Rushing to finish your sentences will make it difficult for your listener to understand your message. Speaking slowly and clearly will help you communicate your ideas clearly and help your listener understand what you are saying. Prior to calling, practice deep breathing to feel less stressed and more relaxed.
