Athletes have referees. Salespeople have customers with friends from whom they might prefer to buy. Salespeople and athletes are alike in that they are both unable to control the outcome of their efforts. This lack of control can erode confidence which is dangerous for both groups. One way to build confidence and get better results is to focus on the things you can control. For salespeople, l recommend writing these items in a list. The items can include attitude if you are choosing to be happy; communication skills as you choose to focus on listening to your customers; attire and grooming; punctuality and time management; and how you master product knowledge. Since it’s unlikely that you’ll be great at all of these items, you can focus on what you would like to improve. This focus helps maintain confidence. You can also use this list to debrief your sales call.
Remember, just take one small step if you want to improve your sales results.