Three Secrets to Communicating Confidence as a Salesperson
Matt Lopez
Confidence is one of the most formidable tools you can have in your arsenal as a salesperson.
It takes time and patience to develop, but there are three key components that can help any salesperson exude the sense of confidence that turns potential buyers into paying customers. They include
-
- Tone
- Open-ended questions
- And “the pause”
Let’s take a look at each…
Tone
Tone is an essential part of portraying confidence. Using a tone that is steady and even gives you the ability to direct the conversation. It is important to strike a balance between friendliness and approachability, while also being professional and business minded. By keeping your tone strong, you exude the confidence needed to get more deals across the finish line.
Open-ended Questions
While it may not be obvious, open-ended questions go hand in hand with confidence. Being able to accurately present your product, and then ask specific follow-up questions illustrates you not only know your stuff, but you know where there could be holes in understanding it. Confidently posing a question that engages your prospect in conversation opens the door to building a relationship. Asking open-ended questions helps keep the sale on track and uncovers any lingering objections.
“The Pause”
And finally, learn to live in “the pause”. This refers to that lovely, often awkward silence that happens inevitably on many sales calls. A confident salesperson knows the value of these open airwaves and keeps it quiet. Being comfortable with things getting uncomfortable is something only a confident person can do. Whether it occurs after you reveal a price, or ask the token, “is this something you want to get started on today?” living in this patch of quiet can lead you right into the close.
Above all, confidence is one of the most important qualities to develop as a salesperson. Keeping in mind prospects are just people, remember you’re offering them something valuable. Have confidence in yourself and in your product, and your client will, too.