HOW TO BUILD
ON SALES CALLS
How to Build Self Confidence
- How to Build Self Confidence When Selling
I train new sales reps all the time, and I gotta be honest— the first few calls when people are just starting out are painful to watch. However, it's natural…. If you're doing something for the first time, you're uncomfortable, you're doubting yourself. So like anything else in life, you need to start somewhere. In this blog post, I'm going over a few things that will help you get through these first steps and what tricks you can use to become more confident on sales calls.
So the truth is— as human beings, we are our own worst enemy. We are the hardest on ourselves, especially when we're starting out something. And because in sales it's all about psychology, we need to use certain tricks to help us improve. So here are some that can help you become better at it faster.
Role playing is amazing because you can set yourself in front of a real client without putting yourself out there at all. So it's a very safe environment for you to practice and make mistakes. The best way to do this is to have a friend pretend to be your client and go over the whole process with them so that you are ready when the real client is talking to you.
But if you don’t have somebody to practice with, you can literally just do it in front of a mirror. When you feel ready, you know exactly what to say when to say it, why to say it. And you sound very, very confident when you do it.
Because the truth is that the only way we get better at doing anything— doesn't matter what you're learning, is by repetition. You need to relentlessly repeat the task over and over again until you get it cemented in your head, so that it comes off completely natural. And the way to do it is using role plays.
The second tip is all about following a framework. Frameworks keep us in line because we know what to say next. So you need to follow some sort of a basic framework in all your sales calls so that you don’t get lost. If you don't know what to say next, you will start stumbling and it will look bad in front of the prospect. What I teach in my course, Elite Closers Club, is actually a specific framework that you can follow to a T to get the close.
Your client expects you to be the expert, and as experts you provide them a solution to their specific problems. But in order to do that, you need to know in advance what to say and what to ask. You don't want to be in a sales situation where you're trying to guess what you're going to say— you need to know what you're going to say upfront.
So to help with that you need to be prepared with your framework: script it out, write everything down step by step of what you're going to say, why you're going to say it— structure it all in advance and learn it by heart.
In more technical professions, very often you will need to learn a whole new language. For example, when I was selling internal corrosion monitoring equipment in oil and gas companies, I had to talk to electrical engineers, people who actually went to school for that while I was not an engineer. I had to learn their language, their industry, the terms they use— so that I could speak to them on their level. That's really important to do in advance of your sales calls so that you know exactly how to approach that client in an intelligent way that they will understand.
Another tip I’ll give you that's absolutely gold is to record yourself reading your sales pitch out loud so that you can analyze how you sound.
The way you sound is really, really important on sales calls. For example, one of the reps I'm training has a British accent, and he was speaking so quickly on calls that it was really hard to understand him. He was not aware of it because the way we speak is almost subconscious… There's certain diction that happens when we speak, but you want to remove as many obstacles for a prospect as possible.
You won't know that you do this unless you listen to yourself. So recording you reading your sales pitch out loud is a brilliant way for finding out those nuances. Where do you need to speed up? When do you need to slow down? What do you need to speak a little bit better or be more clear on? That's a huge tip that works amazing once implemented.
Hope this helps - Alex