The document discusses how to build self-confidence as a salesperson. It suggests being honest with customers and yourself, removing fears of failure by focusing on potential rather than limitations, and stopping negative self-talk. Salespeople are encouraged to stop wearing masks and playing it safe by focusing on continual self-improvement through learning from mistakes instead of past failures. Nurturing self-confidence requires making daily choices to regulate feelings positively and expecting growth beyond the present situation.

1. SUCCESSFUL SALES AND
SELF-CONFIDENCE
Dave Kirk
Thursday July 23, 2015

2. Having A Successful Sales Personality
Be the kind of salesperson you would like to buy from.

3. Honesty….
It’s more than just the best policy.
-Be honest about your intentions.
-No trickery or gimmicks.
-The difficult truth.
- This includes being honest with
ourselves, so how?

4. Remove the Hidden Fears
• High-powered super salesperson
• Study the “top achiever” and you'll often find a very insecure
individual
• They’re performing out of fear of failure
• They act aggressive rather than assertive
• Self-effacing sales reps
• They choose the lowest denominator of job performance
• this type only accepts his limitations, and not potential
• you can find a bitter soul who needs to "get even" with customers, tough
and friendly ones alike, by giving as little as possible of himself
• They think “buyers are liars” - sad way to live
Those who suffer from low self-confidence feel badly about, even reject, themselves.
Most often they reject others, too, including sales prospects

5. Start Identifying Low Self-Confidence
Salespeople often wonder three things:
(1) is the customer going to accept me?;
(2) how will I be viewed when I make my presentation?;
and,
(3) will I be able to persuade the prospect?
While in the demo, their brain could be saying - "This guy
is just like the last prospect who turned me down," he may
think. "I'm wasting my time."
negative self-talk is a confidence killer

6. Stop Wearing Masks And Playing It
Safe
• Take the so-called SuperRep. This person often creates a
separate persona which he feels more acceptable to
buyers than his real self. With every "success," this type
grows increasingly divorced from reality. "They don't like
the real me, only my mask,”
• Humble Rep can float along for years, selling just enough
to get by, finding a safe comfortable niche in the lower
ranks of sales performance, and never breaking out of his
old groove. Focus on the past and negative self-talk lead
this type of salesperson into retreat.
• Is this the life you want?

7. Keep Nurturing Self-Confidence
• The active ingredient in management of self-confidence is
choice – this is a daily no it is a minute by minute decision
• You can choose to regulate your feelings and self-confidence or let
events do this for you.
• Expect to make mistakes,
• to lose sales from time to time--and
• learn to correct your errors.
• Expectation to grow beyond the present situation.
• Expectation to focus on one's potential, not just results
• Expectation to focus on our need to feel fulfilled, not just feel good

8. 5 Lessons To Keep it Going
1. You have to keep the motivation up.
• Spend 3 minutes right now thinking of your successes
• List the upside to conquering the thing that is stopping you - WHY
2. Failure is not permanent
• Failure is an event, not a person
3. Learn what you can from your low points
• What can I learn from this
• What is the market trying to teach me
4. Look at your world and the people in it through an
open and positive lens
5. Get the ball rolling today
• Take one small step forward, or even a smaller step
• Just take care of today

9. Great Men…Great Thoughts
Vance Havner

10. “Success means doing the
best we can with what we
have. Success is the doing,
not the getting; in the
trying, not the triumph.
Success is a personal
standard, reaching for the
highest that is in us,
becoming all that we can
be.”
Zig Ziglar
Great Men…Great Thoughts

11. SUCCESSFUL SALES AND
SELF-CONFIDENCE
Dave Kirk
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