What is the first thing you think of when I say “Salesperson”?
I have asked this question at many keynote presentations and the common responses are: “pushy, sleazy, annoying, used-car-salesman”.
Based on this limiting belief, if we were making a comic book movie the “Salesperson” would typically be cast as the “Evil Villain” solely focused on personal gain at the expense of the “little guy”.
But it’s time to start thinking of salespeople as Super Heroes and not Evil Villains.
Such beliefs (and mindset) have a significant impact on our ability to engage customers in healthy conversations about their needs and problems. The more positive the beliefs, the easier it will be to create super sales confidence.
Believe That You’re a Super Hero
The first step to building greater sales confidence is to truly believe that you are providing valuable solutions that help your customers.
Start by believing you’re a Super Hero – saving the day for the “little guy” (or the “big guy” – depending upon your target market).
I have challenged sales people to believe that sales is not something you do to a customer …. it is something you do FOR a customer.
Being a salesperson can be just as noble a profession as being a firefighter, nurse or police officer.
You are making an impact on people’s lives by helping them overcome difficult challenges, avoid crippling problems and/or achieve their loftiest dreams.
Like every Super Hero, believe you serve a greater purpose and feel good about the difference you can make in someone’s life.
As melodramatic as that may sound …. it’s true!
Confident salespeople have a self-assurance about their ability to perform sales activities – and it is generally underpinned by a belief that what they are doing is beneficial to others.
Confident salespeople value building relationships.
Don’t Become An Evil Villain
Never confuse Confidence with Arrogance.
Arrogant people have an exaggerated sense of their own importance or abilities. It is usually a self-centered belief which ultimately focuses on personal gain rather than creating value for others.
The Evil Villain is always arrogant and is motivated by a singular purpose, but few villains truly thrive or develop the skills to more effectively achieve their sales objectives.
They are generally transaction focused and not relationship builders.
Arrogant (or over-confident) salespeople overlook the fact that the more they can do to help others, the easier it will be to achieve their sales objectives.
As a salesperson, you have an obligation to present as many options and solutions as possible that can comprehensively assist your customers.
Confident salespeople are genuinely interested in consistently learning best practices to explore needs and present solutions. Arrogant salespeople believe they already know how to engage customers and are unwilling to learn new skills and behaviors.
To the Evil Villains I say …. “If you do what you have alway done, you won’t get what you’ve always got – you will get less – because a more-skilled sales hero will swoop in and save the day”.
Always Strive To Save The Day
The stronger your belief in genuinely helping others and learning ways to effectively deliver on this premise, the more effortless it will become to exceed your sales objectives and overcome your own personal challenges or achieve your own lofty goals.
So always strive to save the day by being a confident Super Hero rather than an arrogant Evil Villain.
Good luck my friend. Up, up and away ….
Article written by Joe Micallef – Sales Strategist & Coach – Grow UP Sales. For advice on how to create greater sales confidence please email joe@growupsales.com or visit the webpage www.growupsales.com
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