The #1 Ingredient Missing From Your Sales Success

energyI recently spoke at an event and after it was over the event producer said the overwhelming feedback from my session was, “They loved your energy.”

I hear that a lot.

And guess what? When I hear that it usually means we’ve also gained many new clients.

Why? Why do you think energy matters?

We buy energy. We buy confidence. Confidence is a form of energy.

Yes, you read that correctly, when we make a buying decision, we are actually buying the energy of that person. We’re buying the confidence that the person in front of us can solve our problem.

What do I mean by that? I mean that we subconsciously pick up on a feeling from the person who is selling to us. We either FEEL a connection that compels us to buy or we FEEL a connection that repels us and we decide, often subconsciously, that we don’t want to buy.

If you want to increase your sales fast, then you need to adjust your energy levels/your confidence levels. Think about it. When you have a lot of fear or limiting beliefs about selling, you sound like “Blah, blah, blah, do you wanna buy this?” and your prospect feels and hears the “blah, blah, blah.” The prospect automatically, but subconsciously, decides they aren’t going to buy from you.

But when you FEEL super high energy and excited about what you are doing, your prospect feels EXCITED and they will want to buy from you—and they might not even know why!

When you feel confident and you KNOW that you can solve a prospect’s problem, you sound powerful and the prospect or audience members (if you are speaking) will BELIEVE you. Suddenly they will feel like they LIKE, KNOW and TRUST you (the old sales adage). And they will buy from you.

In many ways, it IS that simple.

If you aren’t feeling 100% confident, that’s okay. We all have different levels of confidence, depending on our experience levels. I’m going to share my 5 strategies I give to my clients that I hope will increase your confidence, too!

Strategy #1: Investigate and Eliminate Your Limiting Beliefs About Selling.
What is your greatest fear or limiting belief about sales or selling? Write it down. The reality is that your greatest fear or limiting belief is the exact place you stop yourself in the sales process. For example, if your belief is that all sales people are pushy, you might not even pick up the phone to follow up because you are afraid that they will perceive you as pushy. Got it? Now choose a new, empowering belief. You can shift “I don’t want to be perceived as too pushy” to “I am professionally persistent!” Suddenly, your entire energy shifts.

Strategy #2: Manage Your Thoughts. Your thoughts lead to your actions, which lead to your ultimate results. So if that’s true, then your success begins with every thought you have. Confidence begins with your thoughts. If you feel confident, your prospects will have confidence in you. And they will most likely buy from you. So when you notice that your thoughts aren’t empowering, it’s up to you to shift them. Stop yourself in the moment and just say “redirect.” Then redirect your thought to something more empowering. Awareness is the first step to change anything. When you begin to shift your thoughts in the moment, you can create new and empowering thought habits.

Strategy #3: Choose Your Words Carefully. When you believe 100% that the person in front of you is going to be your new client (or their company is), you choose different words and you sound confident. Think about it. If you believe that they are going to take the next step with you, whether that is a proposal or simply buying, then you use positive words like, “The next step is…” rather than words like, “If you decide to do this…” Choose intentional words that will lead your prospect to the next step. This will increase your confidence, too, because you can’t help but feel confident when you are leading people down a powerful path.

Strategy #4: Change Your State. In neuro-linguistic programming, we discover the power of our current state. A state can be defined as how we are feeling in that moment. When you are feeling negative, you should not pick up the phone to call your prospect. You should, instead, shift your state into a positive place. An easy way to do this is to imagine a time when you felt extremely confident. Step fully into that moment, engage all of your senses, and bring that feeling of confidence into the present moment. THEN, pick up the phone!

Strategy #5: Surround Yourself with Your A-Team. Jim Rohn said, “You are the average of the five people you spend the most time with.” We often think of his statement in terms of how much money we make, but I believe it also reflects our level of confidence. Have you noticed that when you spend time with people who are confident, you, too, feel even more confident? Their positive energy can’t help but rub off on you. Contrast that with the opposite and you know exactly how you feel when you are surrounded by people who are negative. Choose your inner circle carefully.

Having your own business or being a sales professional can be the biggest self-development course you will ever take because it will force you to confront your level of confidence. Trust that by continuing to work on yourself, you will begin to shed old ways of being and step into a new way of being—one that includes believing in yourself and 100% confidence.

Don’t underestimate the power of your energy levels during the sales process. Do everything you can to be the most energetic and confident you can be because energy (confidence) sells!

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