Business
Salespeople understand that the grease that keeps them going in the sales process is confidence and the best way to win prospects is trust. But sales confidence doesn’t always come naturally. It is the product of having a level of understanding that comes from training programs and the competency that results from passionately learning and diving so deeply into the subject matter that you’re trying to become an expert on. To be an effective salesperson: Focus on your strength Replace negative energy with positive influences Learn from other’s success. In today’s episode of the Access Points Podcast, Cody and Mike will talk about how confidence plays a fundamental role in the success of every salesperson. With more than four decades of combined experience in sales and marketing, they will share their expertise on how they thrive, even in the most challenging times, and how they bring salespeople to their utmost potential. In This Episode 2:23 - What defines a competent sales representative 6:26 - How confidence translates to competence 9:00 - The key to a salesperson's ultimate success 14:36 - How Cody thrives during situations like frozen budget and financial meltdown 19:30 - The two types of salespeople 26:02 - How Mike revitalizes a sales rep that lost confidence Favorite Quotes "What do successful people in sales look like? And those are confident people. But it's not cheap confidence that it's arrogance or anything like that. It's earned through the competency that you do every day and in the delivery of how you send that message." - Mike "Only the prepared speaker deserves to be confident." - Mike "The currency of sales is first and foremost, you have to understand that it's a relationship based engagement. So being that it is a relationship based engagement. The currency in that field is trust." - Cody "Never get too high with the highs, never get too low with the lows. Get that competency level, earn the level to be able to transfer this confidence and produce consistently whether or not you're on the road or you're at home. You hit the same number of doubles. That defines whether or not you're going to be a hall of fame salesperson or not." - Mike "One of the things that I communicated to my team was to focus on the strength areas. And focusing on the strength areas is really based upon how self-aware you are of what you're good at and what you're bad at." - Mike "If you're a salesperson that takes a sales presentation, build upon it and make it you, now you're onto something. Check it out, learn it, become the SME, and then do your own thing." Visit Access EFM: Website Facebook LinkedIn Twitter Click here to listen with Access Points Podcast