The debate has been widespread on which attribute–confidence or competence–is more critical for the achievement of salesperson success. While there might be some merit in engaging in this debate, there is a simple answer: it takes both in equal measure to succeed.
What is a Competent Salesperson?
A competent salesperson is one that has learned the skills involved with engaging a prospect, building rapport and credibility with that prospect, exploring prospect needs, offering solutions and negotiating the next steps.
A competent salesperson also knows the correct business development behaviors and habits to consistently execute for maximizing opportunity success.
It’s a truth, however, that even competent salespeople are initially rejected more often than not, which will adversely impact their confidence. How quickly can a competent sales person overcome these setbacks?
The Confident Salesperson
Our confidence is a feeling that evolves from our beliefs – our mindset.
Our beliefs and mindset are a direct consequence of our results and experiences over time. The more positive we can make our results and experiences, the more positive our beliefs and the more confident we become.
Confident salespeople overcome setbacks quickly and generally maintain a positive belief at all times. They consistently challenge any beliefs that may impact their confidence.
Most confident salespeople strive to achieve a high level of competence in order to improve their chances of producing positive experiences and results that ultimately reinforce their positive beliefs.
Becoming a Sales Champion
Every athlete who wins a championship will decree that their great achievement was the result of regular training, strong work discipline and an unwavering belief that they will succeed.
Clearly, to become a sales champion, every salesperson also needs to continue developing their skills, behaviors and beliefs.
What championship winning efforts are you consistently undertaking to build both your sales competence and confidence?
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