Selling is a Transfer of Confidence

SQC smallIt’s official. I have now turned off the radio. I gave up watching network television news last year, CNN this year and now, I have turned off the radio. Ok, to be fair, not all radio. I still enjoy the morning show hosts on the local news talk radio station and I still enjoy the classic hits of the 70’s. It’s the conservative talk show hosts that forced me to push the off button.

At one time, I enjoyed the balance they brought to issues. Now, they have become the issue. The first part of my career was in the broadcast industry so, I realize that they understand they are entertainers. Their shows are entertainment and they are just playing a role. Just like Will Ferrell can appear to be Ron Burgundy, San Diego’s top rated newsman or Sir Anthony Hopkins can be convincing as Hannibal the Cannibal or Dan Brown can write The DaVinci Code, a novel so convincing it can be perceived as fact. At one point, Rush Limbaugh has some Democrats believing he was the de facto leader of the Republican National Committee! Media reporting on media illustrates the height of absurdity on the current coverage of our national state of affairs.

I have studied successful people and one reoccurring theme to their success is their underlying ability to remain confident even in turbulent times.

The only thing we have to fear is fear itself. – Franklin Roosevelt’s address to the joint houses of Congress following the Japanese attack on Pearl Harbor.

I have, myself, full confidence that if all do their duty, if nothing is neglected, and if the best arrangements are made, as they are being made, we shall prove ourselves once again able to defend our Island home, to ride out the storm of war, and to outlive the menace of tyranny…we shall never surrender. – Winston Churchill’s address to the House of Commons following the evacuation of Allied troops from Dunkirk.

Our country has faced far worse travails in the past. Without fail, however, we’ve overcome them, though the path has not been smooth, our economic system has worked extraordinarily well over time. It has unleashed human potential as no other system has, and it will continue to do so. America’s best days lie ahead. – Warren Buffet’s 2009 letter to Berkshire Hathaway shareholders following the company’s worst performances ever.

Selling is a transfer of confidence and enthusiasm. When you are lacking confidence, you fall prey to your prospects fears.

Confidence is like any other ability. It can be improved, but you have to work at it.

What do you do daily to improve your confidence? A simple exercise is to take a quiet moment at the end of the work day and write down the answer to this question: What went right today? You might not have anything come to mind at first because high achievers tend to focus on the things left undone at the end of the day instead of what got done. Resist the temptation to give up to earlier thinking of what went wrong. Maybe just getting to work is what went right today! Write it down!

One thing that helps me stand guard in my confidence is my belief in the great promise. The great promise is:

All the answers are within us. If they were not, we would not be faced with the question. We are only asked the questions to which we have the answers and we are never challenged beyond our ability to respond.

I trust that that I will be given the answers.

While I believe in this, I have had to remind myself of it but less frequently since I turned off television news and conservative talk show radio hosts.

What do you do daily to improve your confidence?