Sales is hard, and it’s not for the weak, and it can require the right approach to really get great at it. One key to becoming great in sales, though, is building your confidence in selling. In fact, without confidence, you will always struggle to sell effectively. And I don’t mean some cocky, BS charisma, I mean deep confidence in your selling in your success. And this isn’t always easy to come by, but when developed properly, it can make all the difference in your results. In this chapter, I’m going to show you three steps to build your confidence in sales, check it out.

One, know your why, at the end of the day, selling is a contact sport, there’s contact, it can be tough and painful. And that’s by the way why most people don’t go into sales. Now, having said that, it can also be one of the most lucrative as aspects of a business. In fact, successful salespeople can make five to 10 times other business functions in this same company. But to get to that level, you need to get clear on why you are going to stick with it. You need to know with crystal clarity, why you are willing to do what it takes to be successful. Why are you going to pick up that phone every time? Why are you going to get on a plane? And why are you going to take that rejection? What is your Why? Be sure that it is compelling enough to pull you through those tough times.

Number two, stop waiting for the moment, people who wait for the perfect moment in sales never make it. Now I’m going to let you in on a little secret. There is no perfect moment ever. Literally never selling is like flying a plane on a windy day. But in sales, every day is windy. You just have to take off, is it going to be perfect? Probably not. But just getting out there is what’s going to lead to your success. It’s time to stop overanalyzing to stop over researching and to stop overthinking, just get out there and create that moment. And by the way, if you make a bunch of mistakes along the way, so what you’ll learn from them, and you will be better the next time. So what are you waiting for? Make that call right now. Create that moment. Number three, play the game. Selling is not real life. In real life. If your spouse gets mad at you for something that you said, there are real-life consequences to that. In real life, if your kid is traumatized by something mean that you said, there are real-life consequences to that. But in sales, it’s not real life. It’s a game. It’s like sport. If you screw up a sale, yes, the opportunity may be gone. But nothing else happens. If you get back up and continue to fill your pipeline, that last sale simply doesn’t matter. You’re not going to be locked up. You’re not going to be kicked out of your house. If you say something on a prospecting call that actually makes the prospect furious. So what they probably won’t even remember that two months from now. It’s just a game. And the more you look at sales like it’s a game, the more you will be willing to take risks and ultimately building your confidence and improving your selling results.