22 October 2017
Everybody knows that people are more likely to trust someone who appears confident and self-assured. But what should you do if you’re not so confident when meeting new people, including prospects?
The following advice will help you appear more confident, which in turn will calm your nerves and help you deliver your message more effectively
1. Dress For Success
How you dress is important. A new client’s first impression will be of your physical appearance. If you look successful, clients will be more likely to treat you that way. You’ll also feel more confident, knowing you look the part.
If you are unsure of how to dress for a given event or meeting, it is always best to err on the side of being more formal, than more casual.
2. Slow Down!
When people are nervous they often ramble, stutter and lose focus of their main points. Slow down. Take time to deliver your message calmly and clearly to ensure your new prospect has a good grasp on what you’re saying. Pause after important points to allow your client time to understand your message clearer. Treat this as a conversation, and not a sales pitch to be delivered, and you’ll be able to speak at a more natural pace.
3. Be Prepared
Know what you want to say. If you know your end goal, you’re going to feel a lot more confident delivering your message. Make sure that you have a great understanding of your prospective client’s company and industry. This will allow you to answer any questions from a position of knowledge, as well as assure them that you know what you’re talking about. You can also use your knowledge of their situation to ask them pointed questions, giving you further chances to deliver your message.
On my website you can find further information on how to grow your client base without even selling. Check it out here.
A Bit Of Humour For You
A young salesperson peeped into the office of someone who looked like a sales manager, muttered something then started walking away. After retreating a little he seemed to change his mind, head back to the door, where after some hesitation, he started to back away again. The sales manager, feeling sorry for the young man, and surprised that he was so badly trained, called him in.
"You're a salesman aren't you? What are you selling?"
"Sir ... uh ... yes ... I'm a salesman. I'm sorry to bother you. I was selling insurance, but I'm sure you don't want any. Sorry to have wasted your time."
Feeling sorry for the young bungler, the sales manager bought two policies to give the young salesman some confidence and then started teaching him about selling. He said: "You should have different pre-planned approaches for different kinds of--"
"But I do, sir,” the young salesman interrupted, “the one I just used is my planned approach for sales managers. It always works. Thank you!"
Until Next Time...
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