Understanding What It TakesConfidence is so important in this business that if
you don’t have it, you will not thrive. People can
easily spot weaknesses in others. That’s what our
primal instincts tell us to do. What I’m saying is
that if you show that you are weak, you will be
told what to do and not the other way around.
Remaining confident in the sales business is not
so easy at first, especially if you don’t know ex-
actly what you are selling. Knowing and believing
in what you offer is the best way to build your
confidence wall. You must know, without a
shadow of a doubt, that your product will benefit
your client. If you honestly believe in what you
are selling, you’ll have no problem with remaining
confident in your business. But in order to believe
in what you sell, you must know all of the facts
about your service—the pros, the cons, and every-
thing in between. You need to know this so you
can hold your head up and defend your service in
face of objections by sellers. And you’ll need to
not only turn a bad situation around, but win
them over.2.Battle intimidation.In the beginning there was in-
timidation. This is the first psychological battle you
must overcome in every new adventure you journey
into. What is intimidation anyway? It’s an emotion
that triggers your lack of self-assurance when you’re
faced with a larger or “better” adversary. Maybe
there’s an agent in your office who you feel doesn’t