The Importance of Pride, Self-Esteem and Confidence in Sales

Posted by Dave Kurlan on Fri, Jan 29, 2010 @ 05:01 AM

My guest on this week's edition of Meet the Sales Experts was Bob Sinton and we talked a lot about the importance of pride, business self-esteem and two levels of confidence:

  1. the confidence that comes from knowing the sales process, strategies and tactics to effectively execute a sales cycle;
  2. self-confidence - that feeling that you will simply be comfortable in your own skin, with another individual, who you will successfully sell.

We also talked about the importance of reaching Trusted Adviser status with your customers and clients, and how different that is from Vendor, Preferred Vendor, and Partner.

Bob's niche is in the service industry - businesses associated with construction - so we talked about people whose background may not be sales.  Since they are being asked to acquire business, we discussed the difference between their title (plumber) and role (sell).

Bob is a believer in performance based pay - for everyone - and sees the day coming where everyone is compensated on performance.

His top tips for success in 2010:

  1. It's not enough to just be good anymore.  You must be better than you were before - you must become great.
  2. You must have a step by step plan to achieve your goals.  It's a new world and we have a new economy so your plan of action much change - at least slightly.
  3. For CEO's and Presidents - Fish stink from the head down so you need new strategies and a new mentality to succeed in this new economy.
  4. Sales Managers must take the lead in the quest to improve their salespeople.
  5. Salespeople must embrace the changes to the plan in order to see their results change.

Listen to the show.  Contact Bob.

(c) Copyright 2010 Dave Kurlan

Topics: Dave Kurlan, Trusted Advisor, sales management, Sales Force, bob sinton

Subscribe via Email

View All 1,800 Articles

About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog has earned medals for the Top Sales & Marketing Blog award for eight consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave.

Email Dave

View Dave Kurlan's LinkedIn profile View Dave Kurlan's profile

Subscribe 

Receive new articles via email
Subscribe
 to the Blog on your Kindle 

 

 

Most Recent Articles

Awards

Vendor Neutral Certified 100 SalesTech Vendor Objective Management Group

Sales & Marketing Hall of Fame Inductee

MVP2018_badge_winner_SPC

Leaading Sales Consultants 2018

Top Sales Awards 2018 - Individual Blog -  Silver

Top Sales Awards 2018 - Article/Post -  Silver


Top Sales Awards 2018 - Assessment Tool -  Gold

 2016 Top Sales & Marketing Individual Blog - Bronze

Top Sales & Marketing Awards 2015 -  Bronze - Thought Leader

2016 Top Sales & Marketing Podcast - Gold

2016 Top Sales & Marketing Webinar - Gold

Top Sales & Marketing Awards 2015 - Bronze - eBook/White Paper

Top 50 Sales & Marketing Blog 2019

Dave Kurlan Top 50 Sales Influencer 2015

Sales Pro Insider Blog

Top 50 most innovative sales bloggers

Top100Strategic

Top100SalesInfluencersOnTwitter



Hubspot Top 25 Blogs

 

Free Tools

Sales Process Grader

Sales Candidate Assessment Free Trial

Sales Ghost Calculator

Sales Force Grader

Sales Hiring Mistake Calculator

FREE Recruiting Process Grader