In sales, there are many techniques that people use to make a sale. There have been countless books on the subject of sales, and there are many takes on what is required to become a great salesperson. Though all of these techniques have their place, there is not a single more important aspect in my opinion to the process of a sale, than the ability to portray confidence.
The words “portray confidence” however really do not paint the right picture. Confidence whether it is in yourself, your product, your service, or solution is the wholehearted belief that what you do, what you are, and what you bring are absolutely, without a question, the right thing for your client. This may be a difficult concept for some, especially technically minded individuals to get behind.
The technically minded person will constantly question every aspect of a solution. This is rightfully so, as it is built into their psyche the need to know every aspect, the pros, the cons, and everything in between. This same need for knowledge can sometimes break down the confidence level presented to a potential client and can make sales more difficult for the technical person.
Considering that most IT professionals started their businesses from a technical background, this simple understanding is the key to unlocking sales. Technically minded individuals must be able to believe in themselves, their product, and their solution and be passionate about those things.
Most people have an outside passion. This may be sports, a hobby, or even a favorite brand. Think of something that you are so confident in and passionate about that you would never lose an argument on that subject. Apply this same type of passion and confidence to your product, service, or solution. It is important to get excited and to feel real passion and emotion. If you can unlock this same feeling you will surely portray confidence, and confidence equates to more sales.
VP, Channel Services, ExchangeDefender
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