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Confidence is the key to cold calling.

You have to believe that you are someone worth meeting with. You have to believe that you can create value for your prospective client. You have to believe in your product or service.

Are You Someone Worth Meeting With?

If you don’t believe in your heart that you are someone worth meeting with, neither will your dream client. If you’re hesitant or tentative, you will give off the signal that you don’t believe the meeting you are asking for is worth your prospective client’s time. If you want your dream client say “yes” when you cold call, you have to believe that you are someone worth meeting with.

How you feel about yourself matters.

Is This Meeting Worth My Time?

You must also be confident that you can and will create value for your prospect during the meeting you are asking them to give you. You are selling a value proposition for that individual meeting. If you are unconfident about promising to use that time wisely, your dream client is right to refuse your request.

You must know that you can benefit your dream client during the meeting, even if they never buy from you.

Do You Even Believe In Your Product?

A lot of salespeople pretend to believe in their company or their product or their service. These salespeople are easy to identify because they are the one’s speaking loudly about how they believe in their company. The people who do believe in their company never have to say anything.

A lack of belief in your company or your product or your service will betray you. You won’t come across as confident because even you don’t believe in what you’re selling.

Confidence Game

Confidence changes what you say and how you say it. Confidence gives your prospective client the certainty that they can trust you with their time. It’s difficult to sell something that you don’t believe in. It makes you feel like you are a fraud.

One of the reasons so many salespeople struggle to make cold calls is because they lack the confidence, and they lack the chops. Professionals lack neither.

Post by Anthony Iannarino on December 7, 2015
Anthony Iannarino
Anthony Iannarino is a writer, an author of four books on the modern sales approach, an international speaker, and an entrepreneur. Anthony posts here daily.
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