Jeff Shore, CEO and Founder of Jeff Store Consulting, has shared reasons why confidence is Important to the success of sales process, while enforcing that, “for one thing, successful people are confident!”
Jeff Shore is the Founder and President of Shore Consulting, Inc. a company specializing in field-tested and proven consumer psychology-based sales training programs.
Jeff is a top-selling author, host of the popular sales podcast, The Buyer’s Mind, and an award-winning keynote speaker. He holds the prestigious Certified Speaking Professional designation from the National Speakers Association and is a member of the NSA’s exclusive Million Dollar Speaker’s Group.
Jeff thinks confidence is one of the most under-appreciated, underrated skill sets of great professionals. This is particularly true for you as a sales professional. He emphasized the need to have enough confidence for you and for your customer in your sales process.
“Many customers approach the purchase process lacking confidence. It’s unfamiliar ‘turf’ for them.That’s why your confidence is so important. Your customer actually gains confidence through their interaction with you.” he stated.
Jeff added that it’s not by willing yourself to more confidence. It’s not about looking in the mirror and repeating various motivational affirmations, but rather actually believing strongly in what you are doing and why you are doing it.
“Confidence is bringing two things together: Belief & Mastery”, he once said.
He says ‘when he believes very strongly in what he’s doing and why he’s doing it, and he has mastered the accompanying skill set, the corresponding result is confidence.
Jeff further admonished enter to think about something in their sales presentation that they are currently comfortable with. Maybe it’s an objection that can be addressed or a specific value point that always resonates with your customers.
“Because, you know you do it really well. You’re confident. You believe in what you’re saying and you have mastery over it”, he explained.
Jeff also suggests that, if you want to raise your level of confidence, don’t think about your entire sales presentation. Simply pick one area of your presentation and ask how you can increase your confidence there.
“Ask yourself, ‘What do I need to work on with this topic?’ Is it your belief or your mastery? If your belief isn’t solid then the mastery or the technique isn’t going to mean anything”.
Jeff urges entrepreneurs to start with belief! Make sure to believe in oneself, the product or service they want to sell, in the value that they bring, and in the reasons they are doing it in the first place. When the belief is strong, they can then move on to mastery.
Collectively belief and mastery brings confidence, and confidence is a crucial key to success. It’s also the first step in changing your customer’s world.