Speaking

A lack of confidence when interacting with potential buyers is a sure way to sabotage a sales discussion. Here are four ways salespeople can improve upon their interpersonal skills and become more confident when dealing with prospects.

Imagine that there are four sales professionals standing in front of you, all of them with records of success. On paper, they all look outstanding. One of them is going to end up closing a six-figure sale with your company today. After watching their body language for a few minutes before presentations start, you can already tell that you're not likely to work with salespersons #1 and #3. These two people won't make eye contact; in fact, they seem to work hard to avoid it.

When you first open your mouth to speak to a group, audience members want to know two things: they are curious about the journey they’ll be taking with you, and they want to be assured that they will receive value during the presentation.