Have you ever noticed that the smartest person in the room is often the least intense, the most casual, and the least attached to the outcome?

Experts show a calm confidence in how they carry themselves, and that’s how you have to come across in sales.

Sales training programs teach you strategies and tactics, but may not focus on how you present yourself to your prospects. This is a critical aspect of the sales process. It’s important to remember that you’re always being watched. People keep an eye on how you act and react to situations. 

Calm confidence often comes across as “I’d like to have your business, but I don’t need your business.”

This indicates a true sales expert who knows that, right after this meeting, there will be another buyer waiting and wanting to hear from them. They know they’re good at what they do and the great value of what they bring. 

These experts also have a level of curiosity and a willingness to push back on the prospect and challenge their thinking. It may sound like something like this:

“So, Jim, you’re looking at having a group of your people trained in sales. Just out of curiosity, how do you think they are going to respond to that idea? Do you think some of them will feel like it’s a lack of confidence in them knowing how to do their job?”

That outcome is a real possibility Jim has to face. I assure you no other person selling sales training is going to ask that curiosity question. Notice that, when Jim answers this question, he’s either going to sell himself or talk himself out of buying the sales training. The truth is that if one objection can talk him out of it, he’s likely going to find another area of uncertainty to delay his decision. Through this question, you’re not discouraging him from buying; in fact, you’re likely going to get him to talk himself out of a possible objection and encourage himself to move forward. 

Step into your greatness today, have the calm confidence of an expert, and stay curious by asking the tough push-back questions. Remember, a sales coach can help, but experience is ultimately your best teacher. Practice coming up with tough questions that you can ask, and you’ll develop the confidence of a true expert. Do that and I guarantee you’ll close more deals.