Some sales reps are more confident than others. They handle objections smoothly, speak clearly and maintain control of conversations, even when things don’t go as planned. Other reps struggle with confidence. They may hesitate when faced with questions or find it difficult to steer the discussion back on track. This lack of confidence can make it harder to build rapport and close deals.
Gina Trimarco, a master trainer and leadership strategist, believes that confidence can make or break your sales success. She says it’s the secret sauce that separates the high-performing sales reps from the ones who hesitate to pick up the phone.
She also says reps can learn a few tips from improv comedy. Just like in improv, sales conversations rarely go as planned. But when you can think on your feet, stay calm under pressure and embrace the unexpected, you can navigate any situation with confidence.
In this issue of PromoPro Daily, we share some of Trimarco’s best improv-inspired tips for boosting your sales confidence.
1. Stay positive. It’s important to prime your mind for success. Trimarco says your brain is your biggest asset or your biggest obstacle. What you think is what you become. Before picking up the phone or going into a presentation, shift yourself into a resilient mindset. She recommends taking 30 seconds to visualize success. See yourself handling objections, building rapport and closing the deal. Instead of expecting rejection, expect a “yes.”
2. Practice. World-class athletes train relentlessly. Sales reps should have the same mentality. The more you prepare and practice, the more natural and confident you’ll feel, Trimarco says. She suggests role playing objections with a co-worker and familiarizing yourself with all the ins and outs of your promo solutions. Confidence isn’t magic, she says, but earned through repetition.
3. Give yourself some credit. Sales can be tough, so cut yourself some slack. Don’t focus only on your losses. It’s important to celebrate your wins, big and small, to keep your confidence up. Trimarco recommends asking for feedback from your boss, peers and clients. If you didn’t close a deal but got farther than you did the last time, consider that a win. Confidence grows when you recognize your momentum, she says.
It takes time to build confidence in sales, but you can get there faster by incorporating the power moves above. Stay in the moment, embrace surprises and celebrate your wins. With consistent practice, you’ll begin to handle your sales calls with ease and confidence.
Compiled by Audrey Sellers
Source: Gina Trimarco is a master trainer and leadership strategist with more than 25 years of experience in marketing, sales, business operations and people management. She’s also an entrepreneur and the founder of an improv comedy theater and a leadership and sales training agency.
