Overcoming a lack of confidence in prospecting

Mark provides valuable tips for increasing confidence in sales:

1. Turn self-doubt into positive outcomes

• Believe in your skills: focus on how you can help others.

• Remember past successes: think about happy customers.

• Change your mindset: see sales as helping people, not bothering them.

2. The power of associations

• Be around positive people: spend time with those who have a good attitude.

• Avoid negativity: stay away from people who bring you down.

• Join positive groups: find communities that support and encourage you.

3. Achieve success through small wins

• Set small goals: make easy goals you can reach quickly.

• Start simple: begin with tasks you can complete quickly.

• Build momentum: each small win boosts your confidence.

4. Confidence through gratitude

• Say thank you: take time each day to thank others.

• Be grateful: think about what you are thankful for.

• Help others: doing kind things for others boosts your confidence.

Confidence isn’t something you’re born with - you build it through actions and thoughts.

Overcoming cold call reluctance

Reps often multitask to avoid dialing, hope CEOs don't answer, end call sessions early after one success, and fear rejection. Armand offers tips to overcome cold call reluctance:

1. Build confidence through repetition

• Confidence means believing your actions will lead to expected outcomes.

• Make many calls until your mind links 50 dials with 1 meeting.

• Focus on the process (making calls) rather than the results (meetings).

2. Get comfortable with rejection

• The first rejection is scary, the 100th is laughable.

• Confidence grows with experience.

3. Take action for real results

• Real confidence comes from making calls and seeing results.

• Get a solid talk track and create systems to ensure you make calls.

4. Create a routine

• Make calls first thing every day.

• Stick to a daily routine.

• Set weekly goals and consequences for missing them.

Train yourself until making calls becomes second nature. You'll build lasting confidence and get addicted to the phone.