We’ve all been nervous: that first kiss, waiting for the doctor to finally grace us with their presence, our first day of school. Nerves have an awful habit of showing up when they are not wanted. It’s especially bad when our income depends on our ability to close a sale! Whether it is delivering a presentation or talking with a potential client, nerves can be a problem.
We can tone down that nervousness by not being afraid of what people will ask (i.e., know your product), but when we are asked something we don’t know, palms get sweaty, and brains get fuzzy! So when this happens, simply say, I don’t know, but I will find out for you!
Confidence is critical if you have a career in sales. This skill has the capacity to accelerate our personal and professional endeavors, not to mention fattening your bank account! It stands to reason we should refine how we communicate. Ultimately we want to speak as confidently as Don Draper.
Improve Your Confidence
The best place to start is to find a local Toastmasters Club. These clubs meet across the country and throughout the day, so you can find one that fits your schedule. They even have online clubs now. You can visit several clubs as a guest as often as you want until you decide which club to join. You could also start your own club with other salespeople. Find members from across the professional board!
As a Toastmaster, you will increase your ability to motivate and persuade, making you a more effective salesperson.
Practice and make mistakes and record yourself. I know it SUCKS to listen to your own voice, but this is about getting better so you can hone your craft and make more money.
Write out your presentations and pitches. Then read your words out loud because they will sound different in the air, and you will find things that need to be fixed. After you write your presentation or sales pitch, read it aloud and, tweak it, walk away! Come back later in the day or the next day. When you come back, you’ll notice words or phrases you need to adjust. It’s just science.
Now that you have your presentation or pitch, deliver it to a coworker, your spouse, even your dog. Ask them to interact with you and ask questions.
Side note: if your dog asks you a question, ditch your sales career. You need an agent!
You also need to practice your virtual skills. A lot of selling is done virtually. Get a free Zoom account and set up family ‘meet and greets’ so you gain the experience of interacting with others online.
Finally, if you really want to practice speaking and thinking on your feet, look for a local Improv class. It’s terrifying…I’ve done stand-up for years, but Improv is a different beast. It’s terrifying, but you are supposed to make mistakes, and that gives you reps thinking on your feet, which can lead to really nice commission checks.
Happy Selling!