First off, I decided to change the name of this series based on the previous posts. We speak aptitudes but what we are referring to are traits. We’ll use a blend of both words in this series.
Our last installment defined an important aptitude for sales success – Handling Stress. Today we’re going to tie into that aptitude with a complementary aptitude – Self Confidence. First, an interesting point from an Os Hillman daily devotional:
In my younger days I played sports. I came to observe that we fail under pressure usually because we reach a point where our ability to focus on execution yields to concern about outcome. This worry about outcome forces us to lose our concentration. The fear of failure begins to rule our emotions and actions, which ultimately results in our failure. What we fear has come upon us. It becomes a self-fulfilling prophecy.
Self Confidence
Often confused with self esteem, this is the ability to develop and maintain inner strength based upon the desire to succeed. It encompasses a persons belief that they possess the capabilities to succeed.
A salesperson with strength in this capacity will generally have a strong willingness to succeed based upon a combination of drive and functional knowledge. They accurately believe in their abilities.
A salesperson with weakness in this area may either lack the drive in the practical or knowledge or does not trust their own abilities to perform a task or fill a role.