There’s a saying that confidence breeds success.
I actually wonder if it’s the other way around…that success breeds confidence (which breeds more success).
Let’s break it down.
Confidence is having belief in your abilities. Being sure of yourself.
Breed is to produce, cause or be the source of.
Success is the favorable outcome of something attempted. HINT: In business, that’s called a sale.
So ‘confidence breeds success’ means:
Being sure that you can produce a favorable outcome of something you attempt.
That’s great…but what happens when you don’t have a favorable outcome but you thought you would? Does that mean you’re not successful or that you were wrong to be confident?
I’ve been confident about my ability in things before but wasn’t successful at it.
What if we flip this around:
Success breeds confidence (which breeds more success).
That would sound like:
A favorable outcome of something you attempt is the source of belief in your own abilities… which produces more favorable outcomes.
I’ll tell you from my own experience of when I started my first business 9 years ago that although I had confidence-building successes to build upon from my corporate career, TRUE confidence didn’t come until I had a consistent stream of successes in my new business…and then, because I was so confident in my abilities… that attracted even more clients and success.
I want to know what you think. Post your comments on your perspective on whether confidence breeds success or does success breed confidence (which breeds more success)?
Tags: build your sales confidence, carolyn herfurth, closing a sale, entrepreneur, overcoming objections, sales coaching, sales confidence mentor, sales expert, sales tip, sales training, sell event, small business, startup, the biztruth
Here’s a short interview with Pat Mussieux, founder of Confidence and Courage.
The recording begins about 30 seconds in…so hang in there.
How often do you lose a sale because of an objection you can’t handle?
How often do your prospects say, “I’d love to work with you but…”
If this is an ongoing issue for you, check out http://thebiztruth.com/objections/
I went for a run last week in Central Park and got lost. Thankfully I was up for the adventure and didn’t have anything “riding on it”.
But what if I did?
What if treating my run so casually got me into trouble?
I know a lot of entrepreneurs who treat their sales conversations as casually as I treated my run.
Tags: carolyn herfurth, central park, closing a sale, entrepreneur, insider secrets to confident sales conversations that close, overcoming objections, sales coaching, sales confidence mentor, sales expert, sales tip, sales training, sell event, small business, startup, the biztruth
If you can’t ask, you won’t get.
What aren’t you asking for? And why not?
Tags: carolyn herfurth, closing a sale, entrepreneur, overcoming objections, sales coaching, sales confidence, sales confidence mentor, sales expert, sales tip, sales training, sell event, small business, startup, the biztruth
Many new business owners I speak with resist “limiting” the definition of who their ideal client is because they don’t want to “pigeonhole” themselves…thinking it’ll limit their opportunities.
Quite the opposite is true…
Tags: biztruth bootcamp, carolyn herfurth, closing a sale, entrepreneur, overcoming objections, sales coaching, sales expert, sales tip, sales training, sell event, small business, startup, the biztruth
Seth Godin brought up a great point in his blog this week about knowing whether your prospect is “hungry or guarded”.
Do YOU know who you’re selling to?
Join the first session of Biztruth Bootcamp to learn what your ideal client REALLY wants so you can communicate with them in a way that resonates with them. Register for no charge at http://thebiztruth.com/btbcsession1.
Tags: biztruth bootcamp, carolyn herfurth, closing a sale, entrepreneur, overcoming objections, sales coaching, sales expert, sales tip, sales training, sell event, seth godin, small business, startup, the biztruth
One of the biggest show stoppers to selling that I hear from entrepreneurs is lack of confidence so they experience stage fright.
So what do you do about that?
Tags: ales expert, biztruth bootcamp, carolyn herfurth, closing a sale, entrepreneur, overcoming objections, sales coaching, sales tip, sales training, sell event, small business, startup, the biztruth
- Do you currently set aside time on your calendar to talk to prospects?
- Do you have a connection strategy that includes a sales process?
- Do you avoid this time on your calendar at all costs?
As the brilliant Sales Mentor, Carolyn Herfurth says, “If you’re in business, you’re in sales”. It cannot be avoided. Or you will be out of business before you start.
But KNOWING this intellectually and taking actions that allow you to ACT on it are two very different things. Blocking time on your calendar to make those calls or have that cup of coffee with a prospective client is critical.
During this series, we will definitely be taking time to discuss the strategy behind networking time on your calendar and the time management secrets behind connect with people. But what we are talking about here is different.
Time blocked on your calendar for SALES should be used to make calls, follow up with people you met at events, conducting renewal conversations with your current clients, asking for referrals and introductions, talking about your business and ASKING people to work with you. You heard me… ASKING people to work with you.
I stumbled here when I first started…. I was not asking people to work with me. I was not giving them an option to move forward and allow me to help them. It was pretty darn selfish of me. But even more importantly, it kept me perpetuating a circle of: “reach out” ==> “have great conversation” ==> “agree what a fabulous conversation this is” ==> “good bye/until we speak again” ==> “hmmm I need clients” ==> “reach out to another person” and the this went on and on. I was connecting. I was talking to so many people. But it was not sales.
When I made two shifts in calendar – everything started to change in this area of my business.
- I put a sign in my office space that said “How many people have you asked to work with you today?” My answer- 6 days a week- must never be ZERO! And then placed a reminder in my calendar each day to determine the answer to this question.
- Easiest way I found to achieve an answer I love to the question above is to block time on my calendar EACH DAY (for me, I focus on 6 days a week but sometimes it is 7). The time on my calendar says SALES. Not connecting, not follow up, not networking, not calling people. It says SALES time. There is something about using that word that focuses me. Different from the very important networking time. This is a time that I am focused on finding people I can help and asking if I can help them.
Now I am not a sales expert in ANY way. This is simply from my own experience stemming from my personal madness with this issue and the challenges my clients have faced. Having the time blocked on my calendar each day to make calls and reach out to people motivates me and more importantly, focuses me on what I planned to use that block of time for…. Talking about my business and engaging potential clients.
And remember when you blocked off Client Time on our calendars and you probably had some extra time set aside for the clients you want but do not have yet? Use that time to pick up the phone and speak to people. Use that time for SALES until you have a strong pipeline and a full practice/client base.