7 Ways To Be A (MORE) Confident Salesperson

Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting": salesinsightslab.com/training/
1. Stop needing the business.
I had an amazing mentor early on in my selling career who used to tell me that Marc, I don't care if you need to close the sale to pay for gas to get home. Never need the business in your head. Any time you're in front of a prospect, you do not need the business. I don't care if you do need money. You do not need the business, and that is such an important mindset shift because what that's saying to the prospect and yourself mentally is because I don't need this business I can do anything that I want.
2. It's a game.
Selling is not real life. They can't hurt us. They can't do anything to break us or to kill us or anything like that. All they can do is tell us to take a hike, and you know what? It's not that bad. It's happened to me many times. I've been kicked out of offices, and it's not a big deal. Selling is much more like a video game or a sport where you have two different sides playing different roles.
3. Take risks.
Now, this builds off of what I just said. They can never hurt us and what I find is that salespeople always ask me, they say oh, what if they kicked me out of their office or what if they yelled at me on that phone call? You know what? If they did which is pretty unlikely but if they did, so what, what's the worst thing that can happen? They hang up the phone, or they ask you to leave. It's not a big deal, and I find that so often salespeople aren't taking enough risks. The more risks we take, the better off we're going to be.
4. Stop trying to fix situations gone wrong.
This is probably the most common question that I get. I have a forum of people that are constantly asking me questions, and I'd say about 50% of the questions I get are trying to deal with a situation that has gone wrong. Instead, diagnose what maybe happened in that situation. Find out any feedback that you can get, and that's going to make you much stronger for the next time that you're in a selling situation, and that is what's going to build your confidence in sales ultimately.
5. Learn every single time.
My father used to always tell me that people who stop learning start dying and it's always stuck with me, and it's so true, and it is so true in sales. Salespeople who stop learning start dying. They do, right? I mean, the second we say to ourselves, oh, you know what, I know everything that I ever need to know from selling is the moment that we start to become worse at sales.
6. SW cubed N.
Yep, you heard me right. SW cubed N. You may have heard this put differently, but SW cubed N stands for some will, some won't, so what, next. Now, it sounds trite and ridiculous but it's something that I learned many, many years ago and it will always be true in selling that some will, some won't, so what, next. We need to stop taking ourselves so seriously in sales.
7. Quit making friends.
This is I think a really old school mentality to selling, this idea that we should be making friends with our prospects, and you see it particularly in certain industries that are pretty insular, that are smaller industries, and you've got these really schmoozy sales guys or sales gals that are just chumming up to every prospect.

[@SalesInsightsLab]

Be sure to register for my free training on, "The Formula to Closing More Deals without Price Pushback, 'Think-It-Overs' or Ghosting" salesinsightslab.com/training/

[@johnmansour7711]

1)stop needing the business. It’s a sport and shouldn’t be taken too seriously or personally 2)take risks 3)stop trying to fix situations gone wrong 4)learn every single time 5)Quit making friends. The goal is to sell, not to make friends.

[@elenekhoury16]

You can modify that formula from SW(cubed)N to SW(quartic) : Some Will, Some Won't, So What? Someone's Waiting.

[@shellbygt350]

Love this!

[@sabatinorago536]

love #1 ... I used it in a sales job interview got hired on the spot!

[@yeon723]

Really needed this today, Thanks Marc!

[@genecollins2740]

Wow. Excellent. My wife has always told me that, although I do ok overall, I sell with a sense of neediness and dedperation. So... that's probably very true and thus part of why I often fail in my overall sales process. Low self esteem causes us to feel LESS THAN and thus selling like I am BEGGING. Wow. Eye opener for me.

[@kristinscott5049]

Wow, thanks! I am stuck in each of your suggestions in one way or another right now. I so appreciate your perspective and suggestions!!

[@dped96]

Your advise is awesome! I can not get better advice from anywhere else! thank you and I look forward to see more your KZbin videos! You rock!

[@Seby8844]

you are awesome man,i’ve tried a tonof things from your video and not only it’s fun to experiment,it’s also efficient and rewarding.

[@rajatparmar001]

Thanks again for your support and encouragement

[@TawannaRucker]

I'm going to listen to this a few times. Great message.

[@justjames1111]

Another Great video Marc, I really like your approach.

[@ricardoespidel5946]

I'm so happy I finally found my sales mentor, I started working in B2B sales and this is what I need

[@tobisahib8353]

Marc,blessed you and all your sales wisdom 🙌 you have helped me through a tough time in sales 💪 🙌 I love your channel I'm a new subscriber by the way.

[@nimblejack]

Hey Man checking in after a tough day. Thanks so much! You're the man

[@Swimology]

This helped me out so much. Thank you 🙏

[@dina-farmer]

Love your advice man! Thanks 🌟🌟🌟

[@sailgoal]

Nice advice. Thanks for this. Reboot from time to time and always be willing to listen to others who have been there and done that.

[@Rainbow-il]

Obvious good pieces of advice, thank you!!!

[@mindyabiznesspeople]

thanks Marc, great info and you seem to have a great heart ❤️ and thats #1 before you sell or whatever.

[@mattaciousd1]

Great content here! Thanks for sharing.

[@user-pu3ks5sx9s]

After 45 years in sales ist timer this morning simply thank you

[@Dewii-qo2ed]

Great tips Thanks For Sharing

[@olgakukh9512]

Great advice! thanks a lot!

[@priyankashukla1025]

Amazing video this one is best I ever see

[@JohnSmith-pl7vm]

If only Marc and KZbin were around when I first started in sales. These videos are priceless. Newbies....listen up!!!

[@cathychuo9118]

This is really helpful, thank you! :)

[@robinyvetteriddick2603]

Hello Marc - thank you so much for these informative videos. I'm learning a lot. I don't have a script for cold calling for my Wedding and Event Planning business. How do I create one? Many Thanks for your help.

[@accavanos]

Awesome information. Thanks.

[@rl4708]

#2 is definitely helping me to relax & be less apprehensive! Powerful tips, thank you. ✅

[@uclemons]

These videos is helping me prepare to get into the sales field. I'm about to enter into a job where we upsell Warranty bundles, and the Coachs are on our tail about getting sales every day.

[@sharaudramey9336]

How'd the job go?

[@hichamsawme]

Thanks alllllll loooooot man you are amazing

[@holanbrasmade5677]

Thank you so much inspiration

[@jamiefoster8730]

Great video!

[@sharaudramey9336]

I keep coming back to this channel

[@kamara6392]

I love this ‼️‼️‼️‼️‼️‼️

[@gagethemage9260]

Loving this channel. I recently started a door to door sales job. I could listen to this guy talk all day lol

[@christopherescobargodinez2237]

How is it going?

[@WILLOTV23]

Im doing the same let’s see how it goes but this is helping

[@gagethemage9260]

@@christopherescobargodinez2237 great I'm made over 100k already

[@ikaimelda7906]

love this..

[@connor7645]

Just got hit my quota and got promoted. Thanks.

[@stevenpfeifferdc6119]

This man is awesome.

[@milliesarchive]

At first I was skeptical when I saw the last tip (quit making friends), but when you explained, it made some much sense.

[@billr686]

Love your clothes and dressing style in these videos. Fits you perfectly.

[@tajmahal9885]

Always excellent. The best selling tips and advice on KZbin. Thank you!!

[@Moujik6540]

Very good thanks

[@dougmcwilliams7198]

Your videos almost make me want to get back into sales . You are a master of the game

[@ankiysa3430]

True 🖖🖖

[@patevans6154]

Thank you. 💕

[@ajitkumarp2772]

Lovely presentation very practical suggestions. Can you please share the same with some examples in face to face selling in selling to a doctor

[@zayedlasheen2382]

You are my no1 in sales !!!!!!!!

[@cosmosstp]

I will remember "stop making friends with prospect" That has made me vulnerable to close a sales so far. Thanks.

[@Dewii-qo2ed]

Great Video This Is So Helpful This Will Help Me With My Door To Door jobm

[@esriettescoachinghub2351]

This is a great video

[@TheEve30]

Thank you

[@kdsinghshekhawat]

Good thank you

[@TiroalBlancoTiroalBlanco]

i love his mindset

[@ChatGPT3.00]

You said it all 👊

[@schweddybawllz8137]

You're pretty good bro. Lol learning!

[@SideEffectsmusic]

see I like what you said about getting kicked out of the office. Well give me confidence is being happy about people getting pissed off. I mean of course I don't want to piss people off. But if I can get into a headspace where I'm just laughing If somebody gets pissed, That's a place I need to be in. Because that means in the worst case scenario, you still win and everything's fine. I mean I really think we do have the best product and service And I think most people need it. So whenever they deny me when they haven't even heard anything about what we can do for them, it does piss me off and annoy me but at the same time it's their loss.

[@LOISLANE99999]

thanks

[@tilosobelman3114]

could you start each month with showing you get a new sale? i think that'd be badass. if you don't, I'll do it when i can close more frequent. i think it'd be cool content.

[@maaidakausar9802]

Incredible

[@LOISLANE99999]

thanks!

[@willettlizhomesandproperties]

I love this video

[@SideEffectsmusic]

Question. Prospects don't have as much of a sense of urgency when it was a cold call. So how do we get those people to have the sense of urgency or a timeline? I'm supposed to ask them what their timeline is to close, but they're not the ones that came to me, so they really don't have a timeline. You say not to have pressure but I feel like I need to give them pressure. otherwise I feel like I'm just calling, hoping I get lucky and get that one person that wants to switch ASAP. Which I even had that customer two weeks ago and now he's dragging me along When I was so excited at first

[@TrippySkaterboarding]

Clicked on the video wondering whats going on with his hair. Stayed for the advice.

[@oneandonlyrealty9707]

#7!

[@AngelicalGod]

Tony Robbins voice?

[@Bitano13]

YOu are amazing!

[@punsarasaumya6123]

Perfect man

[@3dm917]

Gold!... Velveeta shells and cheese Gold!

[@pickleonapencil6226]

I'm out here in Houston with Vivint for 5 months during the summer sales blitz. I always treat every prospect as they're lucky I'm even considering selling to them. It's my conversation and they're just fortunate to be a part of it.

[@ericgill2614]

Well, I hope your prospects don’t get that impression.

[@1469roach]

What do you sale??

[@pickleonapencil6226]

@@ericgill2614 Worked well when I sold timeshare in Vegas. Though that is a notorious high pressure industry.

[@pickleonapencil6226]

@@1469roach Smart Home Automation for Vivint. ADT's biggest competitor in home security. I'm working the summer season here in Houston.

[@vfont8567]

@@pickleonapencil6226 are you doing well? What do you like about your product and what would you do to make your product better

[@babyborn87]

All the can do is to tell us go take a hike !!!!

[@aquariusstar7248]

This...was....good👏🏽👏🏽👏🏽 Glad to get a bird's eye perspective because Im a newbie and was wondering if these were some personality traits I need to drop

[@icesensontic6756]

Awesome

[@fufahamed2546]

You're best

[@nazirumairful]

How long have you been on youtube for?

[@ThienNguyen-vi3fi]

Amen.

[@RaymondWLo]

I really like the SW3N part. Good video Content!

[@mahdih2141]

I just got a b2b sales position after failing miserably in b2c. But the new company thought that i was a good fit and offered me more than 200% of my current salary

[@ProfessionalCleancutguy]

How's it going in your new role, Mahdi?

[@mahdih2141]

@@ProfessionalCleancutguy i will start on 28th of this month, but I'm worried that I will fail again

[@ProfessionalCleancutguy]

@@mahdih2141 Congratulations! You got this, my friend. Stay positive, absorb as much from your colleagues and mentors, watch KZbin videos like this and put whatever you learn into practice. One key advice...know the in and out of your products and know some things about your competition. This will give you the confidence to sell and pitch your value proposition. It will also help you to overcome objections. I was in retail banking before so I can say I did B2C. I'm looking to go back into sales but this time, I want to do B2B in technology. I'm applying to only companies that have products that resonate with me. Knuckle down and go kill it💪🏾

[@mahdih2141]

@@ProfessionalCleancutguy thanks for your advice my friend, I really need to do everything possible to succeed in my new role because I can't miss this great opportunity presented to me by this company.

[@chancemartello4193]

Hey, my name is Chance. I’m a door to door salesman and I have been trying to turn the ideas and techniques from all your videos and applying them to door to door sales. I would love your help. Just reply to this!

[@tiktokgettheshot6345]

Chance Martello Sitecore?

[@davidessuman4198]

Those who disliked should come and explain why they hit dislike.

[@ProfessionalCleancutguy]

Right?!🤣

[@SS-nm9tx]

Isn't that the .(.#1 )point

[@joelalexanderdejesuscruz5922]

Selling means hungry that's all bout it

[@eman3000]

Love how there 434 likes and only 1 dislike😂

[@ashwanikumarakawebsitedeve9181]

Go deep until you get the answers

[@stn0505]

seriously can an introvert or shy person become a good salesperson?

[@KhanivoreQniba]

Oh that beard HAS to go.

[@EMVelez]

Absolutely

[@Fero1981]

I love your knowledge and I really appreciate your videos but you need a proper hairstylist. I'm literally distracted by your hairstyle. #somebodyhastosayit

[@EMVelez]

I agree. It looks like his cat cut his hair. 😂

[@EMVelez]

What’s up with his hair here? 😂

[@uvknights]

One way is doing weeds

[@StevenDragoo]

Like the vids - don't like the language...

[@jadesamantha1153]

The overrated booklet habitually remove because engineering neurobiologically thaw about a blushing range. equable, fixed furniture

[@poeticnation6251]

"Great stuff" - This was really helpful information (I needed this in the worse way, lol). Thank you for sharing. I already see how I will be applying this info in the field.