The success of a business depends on the success of the sales team. You need to optimize the effectiveness of your sales calls. Your confidence during sales calls will affect sales results. If you don’t sound confident during your sales calls, prospects won’t want to buy from you. You need to give them the confidence they need to trust in you and the company. Follow these three steps to be more confident during your sales calls.

1. Prepare for sales calls in advance.

Use a sales script. Know the details of your products, the business, and your pitch in and out. If you don’t know the answers to a prospect’s questions, you can quickly become flustered and lose confidence. You need to know what you’re talking about going in to the call. Prospects need to hear that confidence you have in yourself, the product/service, and the company.

2. Focus on your successes.

Record and maintain a list of your successes. Continue to do this at the end of each week. This will become an invaluable tool that you can look back on when you’re feeling defeated or when you’re doubting yourself. By making your own list, you will be able to self-assess and reflect on your achievements along the way, rather than focusing on a current obstacle or struggle. We tend to dwell on our shortcomings and can easily overlook our many successes. Use this list as a self-reference tool and review it when you doubt your confidence. This technique will boost your overall confidence and give you the confidence you need during your sales calls.

3. Change the way you think.

Always think positively. Associate with positive people. Think of yourself as a confident person and you will exude confidence. You are responsible for your own confidence and success. Stay focused on the positive and reject negative thinking. Negativity will only infect your positivity, diminishing your confidence. You are continually learning so view each setback as a learning opportunity. Never classify something you can’t seem to accomplish as a failure. It is merely a work in progress. Nothing is impossible. Continue to learn from your mistakes and setbacks and strive to achieve your goals. Don’t quit and let the negative experience lessen your confidence. Remain positive.

If you are lacking confidence during your sales calls, you will likely lose sales. Customers want to speak to sales people who are confident and knowledgeable about what they’re selling. Focus on your successes. Take the time to acknowledge your successes. Record a list of your achievements and any obstacles you had to overcome to succeed. Review your list during times of doubt. Always think positively. Surround yourself with positive people. Avoid unnecessary complaining and stop classifying setbacks as failures. Instead of giving up, continue to learn from your mistakes and work toward your goals. Your confidence is all about how you think about yourself. To be confident, you must see yourself as confident. Follow these three steps to be more confident during your sales calls. Be confident and achieve your sales goals.