“Researchers can predict who the winning bid will belong to without ever hearing any of the pitches.”
~ Chandell Labbozzetta
I was reading the work of some eminent US researches on Predicting Success and Personal Power and I discovered that there are tools and studies out there that objectively measure the impact of Confidence on success.
I wasn’t surprised by their findings, any experienced sales person knows that if you start a sales conversation assuming that it will fail, your assumption will almost certainly prove to be true. The thing that did surprise me was their ability to predict success or failure through a person’s conduct in social settings.
Further investigation of their findings cemented my belief that Sales truly is the #1 Life Skill – you see, your ability to Close Sales has everything to do with your Confidence, and your Confidence has everything to do with how (and even whether) people actually accept what you say.
If you are selling a product or service you actually need to make three sales.
Miss any one of these three sales and you chance of successfully closing the sale just dropped dramatically. Miss two or all of them, and the only people with whom you’ll successfully close a sale are those who were pre-disposed to buy… And you might even lose some of them!
When you make all three of the sales that I just outlined, your Confidence skyrockets because you are talking and selling congruently and authentically.
When we communicate, only about 7% of our message is conveyed through words (even though our words are important), the other 93 percent is conveyed by our behaviour, posture, and the energy we project. If you have made those three sales prior to talking to a client, 100% of your energy is directed toward persuading them of the value of the product and nothing is left to distract your prospect or make him doubt.
I have listened to (painful) recordings of sales conversations where it is clear that either:
Don’t get me wrong, these people are using the scripts and they don’t speak a word that is out of line.
Listen to their calls, however, and you can unmistakably hear their conviction that this is not a good buy.
I was out to dinner recently (after lockdown ended) and I happened to overhear a conversation between two women at a nearby table. If you had transcribed the conversation there probably wouldn’t have been anything to tell you that they weren’t getting along, but when you tuned into the body language and energy it was clear that one of them wanted to be elsewhere. She was saying all the right things but communicating all the wrong ones.
In all my NLP training courses and my sales training courses I work with clients to help them control and focus their energy and state so that they can congruently achieve the results they want. Congruent Confidence Projection is a skill that can be learned and used to enhance your personal and business relationships as well as your sales results… And it’s a skill that not only increases your income and impact, but also your happiness and overall satisfaction in life.
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