Self Belief and Optimism – The drivers behind success in sales

Have you ever heard the phrase, “seeing the world through rose tinted spectacles”? As a sales professional, if you haven’t done so already, it’s time to get those rosy specs on.

A strong belief in yourself really does lead to success. Take Bill Gates, for example; he had an unwavering faith in himself and what he would achieve, and is one of many top earners (including Arnold Schwarzenegger and Jim Carey) who attribute success to a technique called, “creative visualisation”. Essentially, you visualise the results of your success, and continue to do so over and over.

“Create a vision of who you want to be, and then live into that picture as if it were already true.” – Arnold Schwarzenegger
We all like to be successful. In fact, most of us don’t like saying “no” because we know how hearing it makes us feel; like you’ve failed. But hey, when you’re in sales, get used to hearing it. And the more frequently you hear it, the more likely you are to be successful at your job, because you are contacting more clients and hearing a “no” doesn’t stop you from continuing to ask the important questions and close deals.


A fear of rejection is of course completely normal, but managing this fear can be the key to you getting the best from yourself. If you take a step back and look at this, what does hearing a “no” from a prospect actually do? Have you failed? Absolutely not! In fact, you are no worse off than before you heard the “no”. It could even be better than hearing a “maybe”; if they have no intention of going any further but don’t want to say “no”, from a time management perspective you’re in a better position for knowing about it. So really, you need the “no’s” as much as the “yes’s”.


It’s easier to hear “no” when you have high self-esteem and feel confident. People often have the misconception that they are not confident because they are not bulletproof and absolutely immune to the way they are perceived by others. In reality, confidence is different for everyone and its more about making small changes to put you just outside your comfort zone, until your comfort zone expands. Often these changes can be things like trying new ways of planning and preparing for meetings, or undertaking more learning and training to improve your knowledge and skills.


A little optimism goes a long way. In sales, being unrealistically optimistic does wonders for your outlook. It helps you see past the “rejection” and makes you blind to the negative that can swallow others up when they experience a challenge. To see your glass as half full, give these quick tips a try:
•    SMILE! It activates neural messaging that lifts your mood and reduces stress. And when you smile, the world really does smile back. Science says so. Smiling at someone initiates an automatic response from their brain to smile back.
•    Look for the positive. Even if it’s not obvious, it will be there.
•    Surround yourself with optimists. We have a natural tendency to conform to the group. That’s why the successful always look to associate with those more successful; you’re more likely to become a millionaire if your friends are.
•    Count your blessings. Take a moment each day to write down something you are thankful for and really appreciate it.


“Life is not easy for any of us. But what of that? We must have perseverance and above all confidence in ourselves. We must believe that we are gifted for something and that this thing must be attained.” ~Marie Curie

Michael Edwards
Elite Edge Training
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