This morning I received this question from Mike and I thought he raised a question many of you are asking. He writes…
“Do you believe some people are not born with the gifts or ability to sell? All of my friends say that I am a natural salesman but I can’t seem to sell anything. I usually get into trouble that even though I follow scripts I never get any return phone calls. I am a natural follower and lack much confidence. The lack of confidence has nothing to do with knowledge but how I view myself. What makes someone persuasive or not?”
Succeeding in sales is less about what you are born with and more about what you do with what you are born with! I believe we are all (generally speaking) born with the necessary gifts to sell, play the piano, play tennis, waterski or do ballet for example. In other words, for the most part, we can develop our God given attributes to gain proficiency in those things. It is true however, that some people pick up a certain skill quicker than others and are more suited to one thing or another.
I’ll bet your friends would tell me that you are a great guy. You are friendly, easy to get along with and a lot of fun. You can make folks laugh and have a good time. Your friends know this about you and would buy from you because people tend to buy from someone they feel comfortable with. But hear me well my friend…
Selling is simply the transference of passion.
You say that “confidence has nothing to do with knowledge”. Well, the lack of knowledge is a common reason for lack of confidence. I am going to assume that you are not lacking knowledge in your chosen field of work and it’s true that knowledgeable people often still struggle with lack of confidence.
It doesn’t matter how nice you are or how much you know; if you lack the ability to transfer your passion for your product or service to someone else, it won’t happen. Now a lot of folks I know truly believe in what they’re selling. They do have knowledge and conviction about it, but they still flounder. That sounds like you.
Your lack of confidence is in yourself. But that can change and I can help you. I wrote a blog from my Rainforest Strategy book called, The Lies we Believe Can Stunt Our Potential. It speaks to the root of confidence issues. I guarantee you that you believe certain lies about yourself that run contrary to what God and His Word say about you.
Three other things affecting your confidence include the things we fear, the pain we carry and the image we see. But these are really a subset of the lies we believe. We tend to interpret things in a way that causes fear or pain or a poor image. That interpretation in most cases is a lie.
Now catch this…
The image you see of yourself is generally how others will see you. Numbers 13:33 says, “And there we saw the giants, the sons of Anak, who come of the giants. And we were in our own sight as grasshoppers, and so we were in their sight.” Notice that the ten spies who were speaking in this passage, SAW THEMSELVES as grasshoppers, and because of that, the giants saw them the same way.
Have you ever seen a small dog chase a big dog away? How does that happen? It’s because it’s not the size of the dog in the fight, it’s the size of the fight in the dog! And so it is with confidence. It’s not as much dependent on your abilities. It’s more about what you believe about yourself and your circumstances.
But here’s the trick…
That belief must be much more than intellectual. It’s got to get deep down inside you. In your knower. And sometimes that only comes by confronting your fears and doing what you are fearful of until you are no longer fearful. Do it until you have great confidence. That confidence should be rooted in the Truth, which you can learn from God’s Word, but believe me when I tell you, this whole confidence issue is fixable.
Mike, I’ve given you a very short answer, but I could easily write a book about the topic. I’m not sure if you are signed up to be notified when our Christian Business Institute begins, but if not, I recommend you do that here. Becoming strong and confident will make an immeasurably positive difference in your life. You should invest in yourself to make that happen.
When I began my career in sales…
I remember having so little confidence that I once sat in my car outside a prospects office for maybe 45 minutes, trying to get the nerve to walk into the lobby and speak to the receptionist. After struggling for a long time, I drove away without making the call! I was that low on confidence. I have gone on to speak to thousands in arena settings since then, so I do understand how to make that change.
A lot of people don’t want to pay the price or endure the struggle to make the change and they end up settling for a lesser life. You don’t have to be in that group if you don’t want to be. Gaining a healthy confidence while remaining dependent on the Lord will serve you incredibly well the rest of your life. If you go into ministry, you will be far more effective. If you remain in business, your earning differential could easily be seven figures over your lifetime,
That choice is yours. You can do it!