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The second most critical trait of a successful sales rep is confidence. The first is a hard work ethic. Confidence is the one trait that enters into every discipline in the selling process. It takes confidence to prospect, present, and close successfully.

Confidence helps the sales rep in dealing with others. Confidence helps provide a good first impression, which is essential in selling. It helps the professional to have a strong ego without being egotistical.

The confident and secure sales rep knows how and when to build another person’s ego. They see the good in others. They understand that by helping others obtain their needs, their own will be obtained.

Confidence, like all selling disciplines, can and must be learned.