First and foremost, the very first thing you need develop in sales and negations is your confidence.
But be aware of the fools sense of confidence which plagues most salesmen, and that is the confidence which is based totally on bravado.
Let me explain!
Say you are a physically confident person. You would most likely tell yourself that you could cruise through life and be in total control of any aggressive situation, but when youre put into a situation where youre confronted by someone whos a lot more intellectual than you are, (and Ive seen this happen to people), all of a sudden your confidence is taken away. It has nothing to do with your strengths, it has to do with your weaknesses, and all of a sudden your confidence isnt there anymore. When people have a weakness, and someone exposes that weakness, you lose total confidence.
Confidence isnt something that you can just label based on a few things. Developing total confidence is a fairly complex subject, and it covers all areas of your life, not just simply the one or two areas that you are already convinced that you do have confidence in. Its all about developing the confidence you need in the...
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