Sales leaders face tough stuff every day. Sometimes it’s constructive stuff that we have anxiety about, like conducting a meeting. Oftentimes it’s a quasi-unproductive task such as moderating conflict. As leaders, our calendars are filled with a combination of both positive and negative tasks and we aren’t always 100% up to these tasks.
If we’re honest with ourselves, our confidence level sometimes suffers.
Trials, problems and opportunities to perform are perpetual, but our high level of confidence isn’t. I often feel doubt before I walk on stage at a live speaking event. I want to say the right things—make sure that my performance teaches and inspires them. I have spoken to groups and trained people for more than 35 years…but I still feel anxiety just before the actual event. It often feels like I’m swan diving off a high cliff when I step in front of a group.
Here’s the truth…if you’re a leader, swan diving off that cliff isn’t much of an option. You HAVE to jump—and you HAVE to jump first.
The big question is, how can we arrest those doubts and anxieties long enough to leap off the cliff? (We already know there’s a safety net down there)
I have just a few thoughts and paradigms that I utilize to help me get ready for any test I have facing me as a leader. I believe that these thoughts and mindsets can help anyone facing a moment of doubt or uncertainty.
THOUGHT #1: It’s NOT About ME
It’s about the person, people or opportunity that is in front of you.
How does this thought help you? It pulls you out of your own self-centered thoughts, fears or concerns. When you arrive at the thinking that it’s not about ME, it forces you to re-direct your focus on addressing the NEEDS of OTHERS. So, we then reach beyond our fears and focus on whoever and whatever is in front of us. It’s what is in front of us that matters, not US.
We should be asking a few questions to make sure we’re shifting the focus off of ourselves:
- What do the people (or person) in front of me want?
- Where are they in their career?
- What obstacles are in their path?
By asking these questions, we’ve automatically positioned our mind and energy in a different place—the right place—and our personal concerns tend to melt away.
THOUGHT #2: It’s About the Solutions I Provide
You are a leader because you have something to offer. You can draw great confidence from the realization that you have most of the answers that will resolve real problems. As leaders, our job is to meet needs—provide solutions. One way to access the confidence we’re referring to is to ask yourself these two questions:
- Where will they end up if nothing changes?
- Where can they go if I can affect significant change in mindset/methods?
THOUGHT #3: I’m the RIGHT Leader for this Job!
This thought is sometimes the toughest one for us to swallow. It’s easy for us to acknowledge that the people we’re dealing with should be the focus. It’s also easy for us to concede that we’ve walked in their shoes and we have many of the answers and solutions they need. But—and this is the tough part—we often digress into a less self-assured thought process. We begin to wonder if we are the right person to lead the person or the scenario.
This is the ultimate confidence buster.
When you find yourself in this place, it’s time to engage in some bold affirmations. It isn’t necessary for you to actually believe all of them at once. I simply want you to start vocalizing them out load, to yourself, when you are alone in your car—try them out for size—see how they sound to you.
Here are the affirmations:
- I am not in a leadership position by ACCIDENT. God and the Universe placed me in people’s lives for a reason.
- The lessons I have to SHARE can be vital to the people I lead. The value I offer will make a difference in their lives and the lives of their family.
- I possess all of the means and resources I need to be a positive influence and make a difference for the people I lead and serve.
Nothing will solve all of your confidence problems. We are simply flawed creatures and our self-image waivers from time to time. Please know that we ALL (even leaders you look up to) suffer from attacks of low self-image and a lack of self-confidence. So what? You at least now have some mindsets and affirmations that you can use to pull yourself out of a mind-funk.
None of this is easy and you’ll have to work hard to re-program your thinking. The affirmations will have to become a daily habit. Let’s work to push away the initial fear, because once we accomplish this, we can begin to accomplish almost anything.
Now, it’s time for you to take that swan dive!
There is another tactic that can really build our confidence as leaders and trainers. To truly feel as if we are providing value to our team, it’s necessary for us to constantly deliver NEW sales training content. We generally have only two choices, we either need to create it from scratch or scrounge around to curate it and hope it’s good and credible.
Both of those options take a great deal of time, and usually, don’t get done.
We’ve solved this challenge for you by creating a product called, CAP 101!
This 16 module frontline audio and workbook program is delivered to you online, you will own the content and be able to stream OR download all of the PDFs and MP3s! This program givers you OVER 20 HOURS of the very best frontline sales training content we have!
This program is ON SALE (almost 50% off) for a short period of time and you’ll want to grab it while we are in our initial launch period.
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If you’re a leader this is a great program for you to own so that you can begin passing on some of the methods to your team. If you are a frontline salesperson this content can be extremely valuable in helping you get sharper so that you don’t MISS any commission-generating opportunities.
We’ve prepared a page that will help you learn about this platform.
Go here: http://www.thecapequation.com/cap101
Also, if you haven’t had a chance to read or review my book, The CAP Equation, you can click on the link below. You can read the first 2 chapters for free: http://amzn.to/1CdFi2t
The CAP Equation© website offers free resources for commission salespeople and sales leaders such as:
- A library of training articles (Blogs)
- Archived audio training sessions and interviews (Podcasts)
- Invitations to complimentary LIVE tele-seminars
Please click on the link below for free instant access to all of this: http://www.theCAPequation.com/access/
Joe Buzzello is a nationally recognized expert on direct selling and sales leadership. He has built legacy sales teams and experienced unprecedented success in individual and business-to-business markets as well as the network marketing industry. Joe has held executive level positions for Fortune 500 companies, but he has never strayed far from the art and science of selling, which he loves. In early 2014, Joe began writing, speaking, and coaching through his proprietary platform, The CAP Equation©. Please visit Joe at: http://www.CAPequation.com