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Amy has given keynote speeches and conducted training and consulting services to her clients: Zebra Technologies, Becton Dickinson, Massage Envy, Mastech Digital, Qualcomm Life, Capsule Technologies, The United States SBA (Small Business Administration, Chicago), Aurora University, New Peaks, Alverno College, and the WBDC (Womens Business Development Center).

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The 10 Irrefutable Laws of Sales and Success: Rule #1 Communicate with Confidence

February 04, 20244 min read

In the constantly changing world of sales and business development, where success hinges on the ability to connect with clients, close deals, and build lasting relationships, effective communication is key. Over the next 10 weeks, I will share my '10 Irrefutable Laws of Sales Success,' and rule #1 is all about mastering the art of communicating with confidence. As the saying goes, "It's not just what you say, but how you say it." Let's explore the importance of confidence in sales communication and explore some key tips to enhance your prowess in this crucial aspect of the sales journey.

Why is there Power of Confidence in Sales Communication?

Confidence is a magnet that attracts clients and instills trust in your abilities. It's the secret sauce that can turn a casual interaction into a compelling sales pitch. In the realm of communication, studies suggest that words only contribute to 7% of the overall impact, while voice intonation, physiology, and body language play a significantly larger role. Therefore, exuding confidence is paramount, as it directly influences the remaining 93%.

The Top 3 Common Mistakes in Sales Communication:

Before I share tips for confident communication, let's address some common pitfalls that can hinder your success in sales communication. Lack of confidence often manifests in these mistakes:

Unclear Messaging: Failing to articulate your message clearly can create confusion and diminish your credibility. Get to the point; less is always better!

Inconsistent Tone: Fluctuating voice tones may convey uncertainty or nervousness, making it challenging to establish trust. The biggest mistake I see is talking too fast (I am guilty of this and I have learned to match and mirror the pace of the person across from me).

Poor Body Language: Slouching, avoiding eye contact, or fidgeting can undermine your message and create an impression of unprofessionalism. If you are in a virtual meeting, stand, do not sit!

Too Much Information: Sometimes we talk our clients out of buying from us because we talk too much. Be clear, concise, and don't talk about something that has nothing to do with what the customer is asking.

Top Tips for Communicating with Confidence:

Know Your Product Inside Out - and Your Competitions Products: Confidence stems from knowledge. Ensure you have an in-depth understanding of your product or service, enabling you to speak authoritatively.

Practice Active Listening: Pay close attention to your clients. Understanding their needs and concerns allows you to respond thoughtfully, showcasing confidence in your ability to address their requirements. When you ask a question, count to 7 and wait, do not interrupt!

Maintain Eye Contact: Establish a connection by maintaining consistent eye contact. It conveys sincerity and assures clients that you are engaged in the conversation.

Master Your Pace: Slow down, do not say 'um' or 'uh,' pause instead. Whether it's a quick exchange or a more deliberate discussion, mirroring their pace fosters a sense of rapport.

Mirroring and Matching: Reflecting your client's communication style creates a subconscious bond. If they speak slowly, match their pace; if they use technical jargon, integrate it into your conversation. Avoid acronyms; they do not make sense to anyone but you and I!

Use Power Poses: Embrace confident body language. Stand tall, use open gestures, and avoid closed-off postures. This not only influences how others perceive you but also boosts your internal confidence.

Visualize Success: Before important interactions, visualize successful outcomes. Positive visualization can help reduce anxiety and enhance your confidence. I always close my eyes and think how I want a big meeting to go, even if I am sitting in my car in a parking lot!

Seek Feedback: Constructive feedback is a valuable tool for improvement. Actively seek input from colleagues or mentors to refine your communication skills.

Learn from Rejections and Challenge: Rejections are part of the sales journey. Instead of dwelling on them, analyze each rejection for lessons. This proactive approach builds resilience and, consequently, confidence.

Continuous Improvement: Confidence is a skill that can be cultivated over time. Commit to continuous improvement, invest in professional development, and adapt your communication style based on feedback and experiences.

Mastering the art of confident communication is an ongoing process that can significantly impact your success in sales. By recognizing the importance of confidence, avoiding common pitfalls, and implementing these practical tips, you'll find yourself on the path to becoming a more effective and persuasive communicator in the world of sales.

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My ⭐️ Northstar: My keywords are 'sales,' 'speaking,' and 'confidence.' I create breakthroughs in sales and confidence for high performing leaders and teams to manifest and monetize their magic with momentum. Sales and success are 90% mindset, and 10% tactics. The best investment you will ever make is in..yourself. This is my commitment to you, my clients, and all who attend my events!


Amy Lemire CSP

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