The document discusses the importance of confidence for salespeople. It states that confidence means believing in yourself, your company, and the product you represent. It then lists several ways to gain confidence, including learning your product inside and out so you can answer any questions, learning the sales process and asking questions that lead toward a close, listening to prospects' answers to understand their needs, and setting goals to build a track record of success. The document stresses that confidence is essential for sales representatives and can be developed through preparation, practice, and experience.

1. CONFIDENCEIT’S WHAT’S FOR BREAKFAST

2. … “Confidence means you believe in yourself, your company, and the
product you represent.” If you can just get that one line in your head,
repeat it, and truly believe in it you will start selling 20% more
tomorrow.
CONFIDENCE
It all boils down to 1 thing…

3. Confidence means the
ability to take
control of the call.
It means you have the
tenacity to take on
all objections.
Having confidence
tells the prospect
that you are the
authority figure. It
tells the complaining
or difficult customer
that the “buck stops
here.”
I’m
what’s
trending

4. Confidence also
means that you don’t
have to give a price
discount. It means
that you know you
have a solid product
and you know the
prospect needs the
products you sell.
All you have to do is
make the prospect
want the products
you sell.

5. When you project a confident
manner over the phone your
prospect “hears” your
authority. They “hear” your
expertise. Your prospect
doesn’t know that the only
person that gave you this
authority and this expertise is
yourself but they do
understand completely that
you are in charge.
Confidence comes naturally with
success but, success comes only to
those who are confident.
IT Ain’t
what they
call you.!
!
It’s what
you
Answer to.!

6. Being in charge first and
foremost means taking
charge of the phone
conversation. I can’t stress
this point enough. You have
to be in charge of the
conversation if you plan
on selling anything. Being
in charge doesn’t mean
being arrogant or
disrespectful. Just the
opposite, it means asking
appropriate questions that
keeps the sales process
moving in the right
direction. That right
direction is always leading
towards a confident close.
I’m the expert
because I want to be
the expert. I have
command over the
call; driving that
call in a particular
direction because I
want to have that
control. I am
extremely confident
in my sales ability. I
may not close every
deal but I approach
every call like I’m
supposed to close
that deal.

7. “Hi baby, if you love me baby just smile.”
“Hi baby, I love you baby, but I just can’t smile.”

8. How can you gain
confidence in
your ability to
sell?

9. 1. LEARN YOUR PRODUCT
Learn every aspect of the product so you can
anticipate every question that may be asked. When
sales reps fail to reach their goals, they
typically fail right here. They try to get by on
their sales ability and they fail to learn their
respective product so they can’t answer
objections.

10. 2. Learn the sales process and
ask your prospects questions
Always line up your questions so that they are
heading towards a close. The next question you
ask has to be leading the prospect towards the
answer that you want. That answer should help
the prospect solve for a need that they have.
Reps fail because they are afraid that the
customer will give them an answer that will keep
them from closing. It’s just easier for reps to
pitch features than to ask questions that may
accidentally lead them to an objection they
didn’t anticipate.

11. 3. Learn to listen to your
prospects
Why do reps ask 2 or 3 good questions but then
fail to listen to the answers? The prospect is
feeding you answers, they are feeding you what
they need from your product and what they want
from your product…LISTEN TO THEM! Quit
thinking about the next question and listen to
the answer being given. If you listen, you will be
able to drive the conversation towards the
direction you want to go.

12. 4. Set Goals
Get in the habit of setting goals. Start small;
don’t make them particularly challenging at
first. Focus on achieving them and then
celebrating that achievement. Once you’ve
mastered the small goals, set some bigger goals
and continue improving. Your confidence will
build as you continue to achieve. Little by little,
the successes will start piling up!

13. Confidence
Confidence isn’t something that is given to you,
or that you earn. Confidence is a requirement
for all sales representatives. You will acquire
immediate confidence in your sales ability and
close more sales if you will learn your product,
learn the sales process, ask questions, listen to
the answers from your prospects, and set goals.
Why do so and so earn more than you and close
more sales day in and day out? It is because they
have confidence in their product, in their
company, and in their own sales abilities.

14. I will dress sharp
I will walk with purpose
I will keep my head up
I will remind myself of my strengths and
purpose
I will Be grateful for all I have
I will compliment others
I will sit in the front row
I will make myself heard
I will exercise
I will contribute
I will BE
confident
Confidence

16. What do you expect? you will
Get whatever you expect to get. You will achieve whatever
You expect to achieve.
h#ps://www.youtube.com/watch?v=laSisdH95JM

17. Let go of the unsuccessful you, let go of the doubt, the
negativity, let go of the old you. Being successful in life is just
truly believing that you are something unique and special. When
you open your eyes and you start work today, your expressions
will be different, your tone of voice will be different, you’ll talk
more convincingly, you’ll be more real, more emphatic.
Our brains are like a circuit, so if we introduce it with the proper
wiring, we can become whatever we want. Now think about what you
want to achieve today. You are a new person. You can do whatever
you want to do. Trust in yourself and your abilities; be confident.
Your brain is like a circuit switch, once you believe you are
something, you embody that feeling. If you were in a coma, and you
just woke up and you didn’t have a memory and you were told that
you used to be a navy seal and they want you back now; how would
you act? Would you act differently than you do now, would you
conduct yourself differently than you do now?
Close your eyes, lower your head, clear your mind.

18. … “Confidence means you believe in yourself, your company, and the
product you represent.” If you can just get that one line in your head,
repeat it, and truly believe in it you will start selling 20% more today.
CONFIDENCE
It all boils down to 1 thing…

19. END OF
PART I