Sales Training

7 Tips for Building Confidence in Sales

One of the best definitions of confidence that’s out there is “knowing what you know.” This isn’t Psychology double-talk; the definition refers to the awareness that you have to ability to successfully complete a given task.

sales training

Confident people can point to a track record of success. They think like winners because they know they are, and much like any other field, top salespeople have figured out the best ways of building confidence in sales.

Scientific studies have identified more than 30 traits salespeople who have discovered the keys to building confidence in sales possess. I’m going to concentrate on the 7 most important ones.

The 7 Tips for Building Confidence in Sales

1. Focus and build upon your abilities

Confident salespeople know their strengths and they work to develop them. Everyone has succeeded at something during their lives.

Some successes are more noteworthy than others because they generate more money, satisfaction or fame, but the key to building confidence in sales is to focus on your areas of strength and absolutely excel at them.

2. Reduce or eliminate negative influences in your life

One of the best ways of building confidence in sales is to surround yourself with successful, goal-oriented people.

Positive, optimistic people motivate us to achieve. Would you rather be mired in self-doubt along with the negative people you know or do you prefer to associate with action-oriented people who reach out for life with all of the enthusiasm they can muster? The choice is yours.

3. Learn from the experiences of other salespeople and sales managers

Invite a successful salesperson or sales manager to lunch and find out how he or she got really good at building confidence in sales. Successful people are usually more than willing to discuss their philosophies, work habits, and business practices with a motivated salesperson that is willing to listen.

4. Prepare to be great

As fundamental as this sounds, most salespeople don’t understand how critical this is in building confidence in sales. This can be broken down into a single word: practice.

Practice is an absolutely vital component of building confidence in sales. It’s nothing more than imprinting successful efforts on your brain and success begets success. Merely remembering your sales victories can give you an edge.

5. Keep an open mind

Look for better, more efficient ways of doing things. Successful, confident salespeople don’t stagnate and do things the way they’ve always done them.

A large component of building confidence in sales is uncovering better, easier ways of doing things and building upon them. When we expand our horizons, ideas flow freely to us. Get “unstuck.” The most successful salespeople at building confidence in sales are leaders in sales innovation.

6. Confident salespeople recruit allies

I’m always amused when I hear a salesperson boast “I did it all on my own.” The truth is that no one ever accomplished anything worth bragging about entirely on their own.

Human beings cannot work in isolation. We need and depend on others for some kind of support. People provide information, emotional support, advice and thousands of other services vital to the completion of a project.

7. Dwell on successes, forget failures

Practice improves performance in virtually everything, but not necessarily for the reason you would think. Repetition has nothing to do with it. “If it did, we would learn from our errors instead of our successes,” says Maxwell Maltz. Instead of remembering errors, the brain remembers and reinforces successful attempts while forgetting the miscues.

Learn more about what SalesDrive can do to accelerate change in your salesforce

Click Here to contact SalesDrive Today!


I've known Andrew Egan for about 16 years. During that time he has built up an impressive track record consulting and training in a number of fields, adding real value to the companies he is called in to assist. It is not unusual for attendees of his training, or recipients of his consulting to call him up months later to thank him for helping them improve their results dramatically. Andrew builds rapport with people easily, is a great motivational facilitator with insight into strategy and effective management. If your employees or your company could be achieving more- you need to be speaking to Andrew Egan.

— Michelle Phipson

SalesDrive specializes in world-class sales training, delivering workshops around the country to provide sales organizations with the selling skills and tools necessary to win in a highly competitive marketplace.

Contact Information

  • Mopani Close, Beverly, South Africa, 2191
  • 083 680 2856
  • Contact Us

Widgetkit Twitter

Twitter response: "Could not authenticate you."

Copyright © 2016 Sales Drive


The information contained in this website is for general information purposes only. The information is provided by SalesDrive and while we endeavour to keep the information up to date and correct, we make no representations or warranties of any kind, express or implied, about the completeness, accuracy, reliability, suitability or availability with respect to the website or the information, products, services, or related graphics contained on the website for any purpose. Any reliance you place on such information is therefore strictly at your own risk. In no event will we be liable for any loss or damage including without limitation, indirect or consequential loss or damage, or any loss or damage whatsoever arising from loss of data or profits arising out of, or in connection with, the use of this website. Through this website you are able to link to other websites which are not under the control of SalesDrive. We have no control over the nature, content and availability of those sites. The inclusion of any links does not necessarily imply a recommendation or endorse the views expressed within them. Every effort is made to keep the website up and running smoothly. However, SalesDrive takes no responsibility for, and will not be liable for, the website being temporarily unavailable due to technical issues beyond our control.