Tag Archives: confidence

Confidence in Sales

Confidence in sales can be elusive.

I hear a lot of advice a long the lines of “just be confident!” from sales coaches.  But I think most salespeople know that confidence is important in sales.  The question is – how do you gain confidence?  And if you’re not confident, does that mean you don’t belong in sales?

I think it’s a myth that great salespeople are always confident.  I think they may know how to get themselves into a state of confidence, or they have the courage to persevere even when they don’t feel confident and trust that the confidence will come.

Sometimes, let’s face it, you’re having a bad day, you had a fight with your spouse, you lost a deal.  Sometimes, you simply can’t think your way into greater confidence.  For those times, I want to share with you a really practical technique I learned as an actor.

It’s called Acting as if. And it works like this.  Next time you’re feeling really confident, notice what that looks like and sounds like for you.  Maybe you stand taller, gesture more, speak louder, or hold eye contact longer.

Then when you have to get on that call or give a presentation when you’re not feeling 100% confident, apply these confident behaviors as you’re practicing. Push through even when it feels awkward and uncomfortable and maintain those confident behaviors in your meeting. In other words, act as if you have great confidence.  9 times out of 10 you’ll find that pretty quickly you are actually feeling confident and good.  It’s much like forcing yourself to smile can make you feel happier.

So go out there and show confidence, and if you can’t, act as if until the real deal kicks in.

Read more on building Confidence in Sales here. 

5 Proven Acting Tips for More Confident Presentations


Confident presentations

“Show confidence!” This was one of the least helpful pieces of advice I received before delivering my first sales presentation.  Not only did it lack practical tactics or steps, I didn’t want to just appear confident.  I wanted to feel confident. Confidence is vital in sales. Prospects want to feel like they are making the best possible decision and placing their business and trust with a credible partner. A lack of confidence on the part of a presenter can quickly call that trust into question and give prospects reason to choose another vendor, especially when all things are equal. I learned more about delivering confident presentations from my training as an actor than from any sales training I’d received. The acting tips below are tactical and proven to work in a craft that knows what it takes to appear – and ultimately feel – confident in front of an audience Read More

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