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Here's how you can embody the key traits of a confident outside sales professional.

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In outside sales, confidence isn't just a trait—it's a necessity. As you navigate the unpredictable terrain of face-to-face customer interactions, embodying confidence can make the difference between a sale and a missed opportunity. Confidence in outside sales means believing in your product, understanding your customer's needs, and presenting solutions with assertiveness. It's about conveying trustworthiness and competence, making clients feel secure in their decision to do business with you. So, how do you embody the key traits of a confident outside sales professional? Let's dive into the strategies that can help you project confidence and close more deals.

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Jon Newcomb

Education Disruptor/Veteran/SCORE Mentor/Golfer

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1 Build Rapport

Building rapport is the foundation of any successful outside sales interaction. It involves actively listening to your clients, understanding their needs, and establishing a connection beyond the business transaction. You can embody confidence by being genuinely interested in your client's business and personal success. This creates a comfortable environment where trust can flourish and sales can naturally follow. Remember, people buy from those they like and trust, so prioritize rapport-building in every interaction.

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Jon Newcomb

Education Disruptor/Veteran/SCORE Mentor/Golfer
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Building relationships is the key to successful sales. Kind of like I work for the customer, but my company pays me. When I retired, one of the leaders at a large customer told me that I really did work for them. He said some sales people say it, but he said I did. Great retirement gift!

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Fabio Cappelletti

Representa??o Comercial | Vendas | Food Service | Distribuidores | Varejo
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Quanto mais você conhecer sobre pessoas, melhor será. Quando mais você expandir seu conhecimento, melhor será. Quanto mais você praticar a arte da escuta, melhor será. Conhe?a o que você representa e venda, conhe?a pessoas e motiva??es, treine, estude, aprenda, ensine…e venda.

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Behnam Behzadi

Sales manager B2B Negotiator Branding Interested
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Establish a friendly and mutual relationship while respecting people's personal boundaries, become friends with them and try to create a win-win deal.

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2 Know Your Product

Knowledge is power in the world of sales, and having an in-depth understanding of your product or service is crucial. Confident outside sales professionals are well-versed in the features, benefits, and potential drawbacks of what they're selling. This allows you to answer questions with authority and handle objections effectively. When you know your product inside out, your confidence shines through, reassuring clients that they are making an informed decision.

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Behnam Behzadi

Sales manager B2B Negotiator Branding Interested
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By knowing the strengths and weaknesses of your product, you assure the customer that you are a professional in your work, and when the time comes to bargain, you can proceed with the negotiation with a more open hand

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3 Read Body Language

In outside sales, the ability to read body language is an invaluable skill. It gives you insights into how your client is feeling and helps tailor your approach accordingly. If your client seems closed off or hesitant, a confident sales professional knows how to gently steer the conversation towards areas of agreement and reassurance. By being attuned to non-verbal cues, you can adjust your pitch on the fly, ensuring that you're always moving towards a positive outcome.

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Behnam Behzadi

Sales manager B2B Negotiator Branding Interested
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If we divide customers into three categories: The first category is 5% of people who already want your product The second category is 5% of people who do not want your product at all And the third category, which includes 90% of people It is your skill as a seller to be able to convince people with effective communication that you can be by their side as a friend and that your product will meet their needs.

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4 Manage Rejection

Rejection is an inevitable part of sales, but how you handle it can set you apart. Confident outside sales professionals view rejection not as a personal failure but as a learning opportunity. They maintain their composure, seek constructive feedback, and move forward with renewed focus. Embracing rejection as part of the growth process allows you to stay positive and confident in the face of challenges.

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Jon Newcomb

Education Disruptor/Veteran/SCORE Mentor/Golfer
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Don’t call it rejection. Look at it as a challenge. I signed a customer after 10 calls. On the 11th call he told me we got the business since the salesman that had called on them for 20 years retired. Nothing is forever. Prospecting is fun. Nothing to lose except your time.

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Behnam Behzadi

Sales manager B2B Negotiator Branding Interested
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Accept that saying no to your product is not saying no to you. Be professional and don't make it personal, ask the customer to give you feedback on why they don't choose your product Ask him if he has never been a customer of your product. Was your presentation not good? Does it currently meet its needs with another product? The answers to these questions will significantly help your growth

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5 Stay Organized

Organization is key for exuding confidence in outside sales. By keeping meticulous records of customer interactions, follow-ups, and sales pipelines, you're able to stay on top of your game. An organized sales professional is a confident one because there's a clear plan of action for each day. This level of preparedness ensures that you're always ready for the next opportunity and can provide clients with timely and relevant information.

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Behnam Behzadi

Sales manager B2B Negotiator Branding Interested
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Always be touchable to your customers and give them the assurance that you can always have attractive offers for them Ask them to do you a favor, if they don't need your product they surely know someone who does, people feel good about being kind??

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6 Continuous Learning

The landscape of outside sales is ever-changing, and staying informed is essential for confidence. Engaging in continuous learning through workshops, industry news, and peer networking keeps your skills sharp and your knowledge current. When you're up-to-date on market trends and best practices, it enhances your credibility and self-assurance, making you a confident force in the field of outside sales.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Here's how you can embody the key traits of a confident outside sales professional.

1

2

3

4

5

6

7

1 Build Rapport

2 Know Your Product

3 Read Body Language

4 Manage Rejection

5 Stay Organized

6 Continuous Learning

7 Here’s what else to consider

Outside Sales

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Here's how you can embody the key traits of a confident outside sales professional.

1

2

3

4

5

6

7

1 Build Rapport

2 Know Your Product

3 Read Body Language

4 Manage Rejection

5 Stay Organized

6 Continuous Learning

7 Here’s what else to consider

Outside Sales

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