How do salespeople make themselves confident?

I once mentioned in a previous article that salespeople must speak with confidence. If you have no confidence in what you say, customers naturally have no confidence in you and your company or product.

So someone asked, is there any specific vocabulary about speaking confidently, or some tips to make yourself more confident when dealing with people?

Of course there is.

But the same words and skills, used in different people, have completely different effects. From the mouth of Emperor Wu of the Han Dynasty, the sentence "Whoever makes me strong will be punished far away" is domineering and powerful, and from the mouth of Emperor Xian of the Han Dynasty, it is bring disgrace to oneself, a pesticide for the dead.

So these so-called words and skills only improve and repair the surface of the problem, and can't touch the root of the problem.

So, how can we make ourselves speak more confidently?

Let's see what factors lead to the lack of confidence of salespeople.

Assuming that the company operates normally, the salary can be paid on time, and the products sold are basically reliable and not designed for cheating, then the reasons why the sales staff are still discouraged are basically these three points.

First, the communication scene is special.

Sales people are most likely to lose confidence in the communication process. One is to face their own boss, and the other is to face their own customers.

In the company, the boss has the power of direct jurisdiction, and there are more sources of information, so subordinates will have a natural fear. For customers, in order to complete the sales order, they want something from the beginning, which is naturally weak by three points.

But in the process of communicating with these two kinds of people, lack of confidence brings the strongest sense of pain and injustice. You argue with your colleagues about something, even if the other party is strong, there is no pain. Forget it. I won't tell you if it's a big deal.

Bosses are different from customers, which must be faced and unavoidable.

Special communication scenes are the first reason why salespeople lack courage.

Second, its own strength is insufficient.

In the process of social communication, people's self-confidence comes from their own strength.

We always say that a person's "gas field" is very strong. In fact, most of it is his own strength. To put it more bluntly, it is often this person's economic strength is very strong.

As political economy says, the economic base determines the superstructure.

Fresh graduates who have just left the society and newcomers who have just entered the sales industry will feel a sense of shame in the process of interacting with people (especially the above two) because of poor family conditions.

A person who lives in a rental house for 300 yuan a month by bus every day, with little salary left every month, can he be confident in the face of a boss who lives in a garden community with an annual salary of one million and a customer who lives in a villa with a sea view worth hundreds of millions in a BMW Mercedes-Benz?

But this is the reality of playing tricks on people. People without strength are the ones who need confidence most. Confidence can improve performance, performance can improve income, and income can improve strength.

Just like the enterprises that banks want to lend most, they are often the enterprises that don't need funds the most. This contradictory problem is universal.

Realizing the huge gap between yourself and the other side through strength comparison is the second important reason for not being confident.

The third is the influence of one's own growth and educational experience.

The growth and educational experience of most salespeople have one thing in common, that is, lack of recognition.

People are born in great need of recognition, especially others. On the surface, what we are after is money, power, reputation and contribution to society. But its essence is actually to pursue more people's recognition of themselves.

Nowadays, many people dream of starting a successful business, worth hundreds of millions, and the objects of worship are business tycoons such as Ma Yun and Ma Hua Teng. Successful businessmen are highly recognized in today's society for many reasons. If it is in a feudal society, the whole country is an environment that emphasizes agriculture and inhibits business, and people will look down on making money by doing business, then no one will praise the deeds of successful businessmen.

After graduation, those who come out and choose to engage in sales are the best in the school, and the proportion is definitely not large. Therefore, more people do not perform well in school, and naturally they are not recognized by teachers and parents.

Moreover, it is not recognized since childhood, which makes people feel inferior and it is not easy for them to find out. This sense of inferiority, after entering the society, makes people lose confidence even more when facing the pressure and frustration of life.

To sum up, the lack of recognition in the growing environment, the gap in expectations after entering the society, and the particularity of the communication object are the deep-seated reasons why salespeople are not confident in speaking.

How to solve it?

The first is to learn to get rid of the entanglement of the past.

I find that many people tend to compare their past choices repeatedly, thus falling into tangled emotions. Friend 13 bought a small three-bedroom apartment in Pingshan. . . ), of course, we also know the later story. Since 14, house prices have gone up a lot.

Her wealth certainly brought her a good return, which should have been a good thing, but she has been struggling. Because she was still looking at the house near Luohu Pass, she felt that she could only buy one room and one living room there. If she can barely buy two rooms, she can only choose an older one. Considering that at least three rooms are enough, I chose Pingshan.

When the house price soared from 14 to 15, she began to be happy for a while, and it didn't take long to find that the houses on the other side of the pass had risen much. She kept telling us, "I'm so stupid. I can change it when the area is small. If only I had bought Buji. " And my client in another Buji property in 12 told me, "I was fooled at that time, and my price could have been bought in Luohu."

Human nature is never satisfied. In the context of soaring housing prices, I regret not buying in Pingshan Buji, Buji Luohu and Luohu Nanshan.

Not just buying a house. People like to dwell on too many things.

I should have chosen XX as my major at that time. It is not easy to find a job now.

I should have stayed at XX Company at that time. So-and-so and a group of me have been promoted.

I used to be ... .

Looking back on the past is a God's perspective. No matter what choice you make, there is a better possibility in hindsight.

It is good to know how to resume trading frequently, but if you just dwell on the past and become a state of being swayed by considerations of gain and loss, it will not help you, but will weaken your energy and motivation.

Learning to bid farewell to the past is to resist the frustration memory in the process of self-growth and education.

The second is to find the definition of altruism for your career.

I have seen an animated film about cooking before, and its name is China Little Master.

The hero in it is a chef, and I am deeply impressed by a line he often repeats.

He said: "Chefs bring happiness and happiness to people."

I think this is a very good cognition. First, it has improved my image. Second, it is based on altruistic motives.

But think about it, if he said, "A chef is a middleman, and he makes a fifteen-piece Chili fried meat with three dollars of meat and fifty cents of pepper and two pieces of firewood, the total cost is six dollars and fifty cents."

Will you still appreciate him?

So the same thing is expressed and defined in different ways, and the effect is completely different.

In fact, all walks of life have the attribute of self-interest and altruism. You might as well explore the nature of altruism in your career, which will make you more confident.

It should be noted that this definition of altruism is to believe in yourself, rather than just saying nothing.

For example, I sell accident insurance. If I just talk about it, I want to bring protection to more people, but what I am thinking is to quickly sell insurance and get a commission, which is invalid.

Really care about others from the heart, want others to benefit and be protected, and avoid the risk of being helpless when accidents come, so as to help.

Sincerity is the spirit, and everything is like this.

The third is to jump out of your own interest and learn to use the perspective of onlookers.

Just now I said "altruism", and here we say "egoism".

As mentioned earlier, the problem of "special communication scenes" is caused by this "self-interested" heart.

There is a concept in Buddhism called "self-control", which means "clinging to the false self" and is the root of all human suffering.

This "egoism" is what I call "egoism".

The reason why I feel that I can't let go of my hands and feet and that I can't express myself normally in special communication situations is because I am disturbed by this selfish heart. I'm afraid that poor communication with my boss will leave a bad impression on the other side, which will lead to my losing the chance of promotion and salary increase.

Worried about poor communication with customers, so that they lose orders and lose revenue. However, the more nervous and worried, the less satisfactory the result.

The third way to make yourself confident is to jump out of your own limitations.

But it is not like some chicken soup for the soul. Don't value the result, just enjoy the process. At that time, nonsense, sales, in the final analysis, was to be efficient and to speak with results.

By jumping out of the limit of interests, I mean that in the process of communication, I learn to get rid of my own interests and come back later.

These three methods all belong to the "Tao" level. "Tao" naturally comes before "Tao" and "technique" comes after.

There are also some tips on the level of "technique". Here are some points to share:

Use less vague words like "should" and "may"

Make a draft in advance and predict the questions or questions that the other party may ask.

Speak louder and slower.

I hope it helps.