Build Self Confidence in Selling & Succeed Coach Bengochea Sales, Marketing & Personal Development CoachSomething great is happening... • The nature of work is changing • From task work to knowledge work • We are all knowledge workersWe’re all selling • and as knowledge workers we produce and sell ideas • whether it is a report, response to a query, or a simple document it is a concept, an idea, it is the way we perceive things. We have used our knowledge to work with simple or complex information to produce a result. • And we have to sell this document or presentation to an audience.Our audience is our client or customer • it may be a one off sale to an internal or external customer or one in a series of documents to a regular internal or external client. • Either way we have to gain their trust that our piece of knowledge work is valuable. • And this requires selling.Selling is the single greatest determinator of success in this new world of work • Our success depends on whether we can sell our idea, concept, document or presentation as valuable to the audience (customer or client).Good salesmanship convinces others that not only is your knowledge product valuable, but you are valuable. • The more complex the knowledge product, the more valuable it can be and the greater the need for good salesmanship • Progress today is determined by the ability to sell the idea. • Take the recent $700B “financial bailout” it failed to pass congress because the proponents failed to sell the package. • And this failure reflects on the proponents, the sellers of the package.Washington Post..reason why the bill failed.... • 1) Poor Salesmanship. ....... From the start, the Bush administration did not do enough to emphasize the point that taxpayers would get at least some of the money back, and that gigantic price tag got stuck in the head of the public (and the media). • The administration was also too eager and ambitious with its initial proposal, alienating many lawmakers right from the start by seeming to ask for the moon --give us everything we want, with no oversight. They were required to sell a $US700B product • Can you imagine the success coming to those who succeeded • The status and prestige success • The resume listing success • The ultimate $$$ success through future jobs, consultancy contracts, speaking tours, book deals etc. • Imagine for a moment a 1% commission on such a sale..U$7BAnd think about the success in believing that you did something worthwhile • Saved jobs • Ensured mortgages • Kept businesses going • Yes, selling today is a determinant of success.Selling requires Self-Confidence • The problem is ...most knowledge workers are fearful of selling or at least lack self confidence in their selling skills. • To sell effectively one has to have not only confidence in the knowledge product but also confidence in your ability to sell the concept.Confidence in the knowledge product is usually easy because we produced it with data and information that can be verified and checked • There are quality checks, procedural checks and cross checks. Confidence in selling is another matter...it requires.... • General Self-Confidence • Knowledge of selling process • Practice selling • Self-Confidence in SellingSelf-Confidence • Is Built on two principles (1) Our Self Acceptance and (2) Self ConceptSelf Acceptance • Self-acceptance is basic, primitive and shared by all...we accept that we are here physically. And we know that we are more than our bodies...we have a mind, emotions and spirit. • It is unconditional.Self Concept • Your self-concept develops from self-acceptance. • Self-concept encompasses your beliefs, convictions, concerns, everything you like about yourself, everything you don’t like, your capabilities, skills, talents, as well as your limitations. • From self-concept grows selfconfidence.Self Confidence • Accepting yourself in all of your many facets, without resorting to self-repudiation, selfoppression, or deception of yourself. • So the process of self-confidence then can be described, but .. • To build your self-confidence you must go behind the negative aspects of your self concept...to your truer self. • Clearing the mind of fear, worry, and guilt. • You are a child of the Universe no less than the trees and the stars. • Anything less you have created yourself. Either through your upbringing or the negative concepts you have allowed to invade your mind.Exercises in improving self confidence • Belief in God or in a greater loving presence in your life • Meditation & Centering prayer • Reflection on why, how and when you created the negative aspects of your self concept. • Self affirmation through self talkStrong self confidence is generalized, abstract, and broadly applies • We bring our self confidence to all our endeavors. • Therefore to succeed in Selling ideas we must first work on developing a strong self confidence.Strong self confidence is not arrogant nor vain, but humble, simple, and purposeful. • Self confidence exists, but LACK of confidence does not. • The basic survival urge springs pure and strong in everyone who lives. It cannot be absent. • It can only be obscured or forgotten. • The aspect of self known as the will or spirituality is the keeper of self confidence, and • in order to become self confident it requires consent alone. We combine our strong self confidence with the knowledge of the process of selling • Selling is a process. • Selling is systematic and can be learned • The Selling process follows a strict sequence 1. Making the Customer feel at ease 2. Understanding the customer’s fear, problem or need 3. Presenting our idea, concept or knowledge product in the form of a solution to the fear, problem or need 4. Proving that your solution can best solve the problem, remove the fear or meet the need 5. Closing the saleMaking the customer feel at ease • On meeting a customer be aware that the state of mind of the customer is anxiety and suspicion • Your first task is to get her to feel at ease • The best way is through genuine communication and the art of small talk • Your Purpose and Personal Power also comes over with your self confidenceUnderstanding the customer’s fear, problem or need • Through the art of skillful questioning you must determine the relevant fear, problem or need of the customer • In the case of the $700B “bailout” it can be the loss of your job, the loss of your retirement fund, your mortgage foreclosurePresenting our idea, concept or knowledge product in the form of a solution to the fear, problem or need • This package can save your job, secure your retirement, save your mortgage • Tapping into creative imagination to explain your service benefits and how it can be a solution • Capitalize on Your Strength since you are also part of the solution • Build on the benefits of being different. Your product and service is a unique solution.Proving that your solution can best solve the problem, remove the fear or meet the need • Customers are not easily convinced, you have to back up your solution with proof that it will work • The $700B package will be used to protect your retirement fund by..... • Difficult People people need more proof • This is where your Learning and Knowledge of your subject area is indispensible.Closing the sale • Through acute perception you must detect when the customer or client is convinced. • Then you ask for a signature of confirmation • or a down-payment or purchase order Practice Selling • Achieving Competence and Mastery requires practice, practice, practice.Self Confidence in Selling • Through general self confidence, knowledge of the selling process and regular practice we gradually build our self confidence in selling and we are on our way to success.