Confidence in a salesperson should never be confused with arrogance or being boastful. Never overwhelm or run over your prospect. You want to draw him to your point of view through a strong expression of assurance.
Do not knock your competition. Not only is this in bad taste but it also reveals a lack of confidence and what may be be perceived as a bad side of your character. Gain stature by welcoming comparison and emphasizing the strong points of your product and company.
Show loyalty to your product and company when customers question it. Your loyalty to your company will translate into confidence by the customer towards your company if you handle in correctly.
Keep enthusiasm high. Most customers like enthusiasm if it is not overdone. Enthusiasm puts life into your presentation and also gives the perception to your customer that you are interested in your work and you enjoy it.
Be sure you stick with the facts. Your sincerity will help break down the barrier of strangeness and win his confidence.
Be alert and eager to serve your customer and make that clear to them. Buyers like to deal with salespeople who follow up on details and offer helpful advice and are there when needed.
Thank you
Joe D'Ambra
www.basicsofsales,com
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