When I asked a new client why he selected me from among the three he had interviewed for presentation training for his team, his answer surprised me. I thought he would say the quality of the programs, my willingness to customize, my methodology, or any of a number of other standard buying criteria. Instead, he answered in two words: “Your confidence. “ He said, “You were so confident, I just knew you could do what we need.” I had forgotten how important a seller’s confidence can be to a buyer. No matter what you sell, what does confidence look like and how do you manifest it?
Essential Confidence Builders
The foundation for confidence comes from two sources: 
1.The strength of your convictions. You must believe in your heart of hearts that what you are selling or advocating is of real value to your buyer/listeners. If you don’t, your buyer/listener will immediately sniff that out, not unlike when you can tell your kid is faking an answer to you. If you are missing that belief, it is probably time to look for another job, or to improve your product until you do believe in it.
Tip: Ask existing clients what they like about your product. Let their positive feedback bolster any shaky reservations you may have about what you are promoting.
2. The strength of your skills. Have you mastered the art and science of presenting? As golf champion Jack Nicklaus said, “Confidence is the most important single factor in this game, and no matter how great your natural talent, there is only one way to obtain and sustain it: work.”
Tip: Continuously improve your skills. Take a course, get coaching, read. Always be learning from people smarter and better than you are.
Additional Confidence Supports
1. Your self-talk. Are you inadvertently weakening your confidence? Do you have “too” issues? Do you think you personally are too “inexperienced, young, unimportant, etc.?”
Tip: Change the script in your head. There will always be someone out there that is older, more experienced, etc. Focus less on them and more on your strengths and value. “No one can make you feel inferior without your permission.” Eleanor Roosevelt
3. Your body language and voice. Do you look people in the eye when you speak? Are you enthusiastic as you describe your solutions? Do you speak up with pride and interest or do you mumble and sink into your chair? Are you sure?
Tip: Video yourself. Play it back. Ask yourself, would you buy a used car from you?
4. What you say—or don’t say. Have you eliminated tentative words from your discussions like “maybe, probably, hopefully” which undermine the very value you are describing? Are you able to keep non-words like “um, you know, like, right, okay” at bay, so you don’t muddy up your message and sound immature and unprofessional?
Tip: Watch that video again. Practice pausing rather than using any of the confidence killers you hear in the video.
Losing business or support for an idea happens to everyone for any number of reasons over which you have no control, but a lack of confidence in you personally should never be the reason. You can control that.
When you have confidence, you can have a lot of fun. And when you have fun, you can do amazing things. Joe Namath
Anne Miller
Find out how to nail your points in “The Tall Lady With the Iceberg: the power of metaphors to sell, persuade, & explain anything to anyone.” Now available in Audio, as well as Print and on Kindle.
Having a meeting? Make it fun, practical & profitable! Call today for unforgettable & high pay-off ideas. 212 876 1875 or email amiller@annemiller.com “I heard rave reviews from our entire team. You truly inspired each of them to think differently and most importantly, gave them the tools to use going forward. Thank you!” EVP Triad Retail Media