How to Show Up and Sell with Confidence

When you think about sales calls, what emotions immediately come to mind?

Do you love them? Or do they make your palms sweaty?

If I told you it’s possible for you to feel confident when you’re selling and to have ideal clients basically knocking down your door wanting to work with you, that’s something you’d be interested in isn’t it?

I remember in the very beginning of my business how uncomfortable I would feel when my sales consultations would get to the “pitching” part. Sometimes, I’d even go into the call thinking, “They probably won’t sign up with me anyway…”

I didn’t know it at the time, but I was allowing my own lack of confidence and scarcity mindset to totally get in the way of serving people in the way that I wanted to.

Energy is part of communication. In fact, our words only account for 7% of communication, and energy (tonality and physiology) account for the remaining 93%.

So even if you say all the right things, if you don’t feel confident the people who are considering working with you are going to pick up on that subconsciously. 

I know for me, when I’m looking to hire someone, I want them to be confident in what they do because then I can trust that the money I’m investing will be very well spent.

So how do you show up confidently in spite of the normal nervousness?

Point 1: Understand your own money story.

We often project our own limiting beliefs onto others. We can also generalize people based on our own programming. It’s so important for you to understand that we all have our own unique experiences.

If you think “they can’t afford my service” without even knowing their financial situation, you’re projecting and it will absolutely affect how you show up when you talk with them about working with you.

What is YOUR money story? Don’t answer this with what you WANT it to be. 

Ask yourself, 

• What do I believe about money?

• Growing up, what were you taught or modeled when it came to money?

• If you have money what does that make you? What about if you don’t?

Let your pen flow and see what comes up.

When I was starting out, I would often project my own beliefs onto the people I was talking with. I used to have a subconscious belief that people who charged premium prices were greedy and didn’t care about really serving their clients well. So I’d either undercharge for what I was doing, or I’d half-heartedly pitch my prices anticipating they would tell me no.

I remember telling a client who was a very successful businessman that I didn’t care about how much I made because I just wanted to help people. He looked at me like I was crazy and said, “Well you're not going to be in business for very long or be able to really help people if you don’t care about the financial side of your business too.”

He was right and thankfully I was able to reprogram my own money story so I could thrive in my business and help others at the same time.

When you reprogram your mindset and begin to view money as a resource we exchange for things we value, it makes selling your services feel much more natural. Which leads me to point two...

Point 2: Stop thinking about yourself and focus on serving them.

If money is a tool that we use to exchange for things we value, then you have to bring something of value to the table. 

How can you serve your people? What kind of transformation do they get when they invest in working with you? What kind of value does that add to their lives?

So many of my own clients provide incredible, life-changing results to the people they serve. Part of making sure your clients get the best transformation possible is to make sure they’re committed and taking ownership over their own actions and results.

When we invest in something, we’re more likely to put in the work, take necessary action, and actually get the transformation we’re craving. And when you’re fairly compensated for your expertise and efforts, you’re more likely to be excited to show up and serve well.

I’d make a list of the ways your services help improve the lives of your clients. How does it impact their lives when they invest and commit to doing the work? What doors can that open up for them? 

Keep that list close by when you’re getting ready to hop on a call with a potential client. And remember, selling IS serving.

Point 3: Believe in what you do.

Enthusiasm and confidence are about 80% of selling. You get this by fully believing in what you’re doing and the value you’re adding to others. Self-belief is an important component of not just selling but showing up well and serving. When you believe in what you do and your client’s ability to succeed, you’ll show up more confidently and you’ll get them really excited about what’s possible.

You can build your self-belief by taking action, keeping your word (to yourself and others), and focusing on excellence in your work. Sometimes, in times of self-doubt or fear, it’s helpful to recall past wins you’ve had to move through it.

One of my favorite things to do before a call is to visualize a time when I showed up really well, felt incredibly confident and abundant, and experienced success. Our minds tell our bodies what to do and feel and you can get into a confident state relatively quickly by recalling a past experience.

If you have a hard time thinking of a time in your past where you felt confident, you can try visualizing your highest self and how she would show up instead.

Another thing to do to build self-belief in what you do is to focus on excellence. Continue to learn and grow in your craft and expertise. Show up fully for your people and work to make their experience with you incredible. 

How can you become the best at what you do? If you’ve noticed a gap in one of your services, how can you fill that? Look for feedback and keep improving.

Excellence is important for success and will help you feel motivated and confident when you’re selling and serving your people. (Click here to read more about the difference between excellence and perfection - link to last week’s blog).

This also helps your clients do some of your selling for you. Because when people have incredible experiences they’ll tell their friends. Word of mouth will always be a powerful form of marketing.

So next time you have a call with a potential client, keep an open mind to what’s possible, recall all the incredible ways your services will improve their life, and recall a past experience when you felt incredibly confident and abundant. Remember that they’re on the call with you because they’re interested in working with you.

Show up and serve that future client to the best of your ability and know that when they invest in your service, they’re going to have the best experience ever.

If you want to be able to step into your power and confidence with ease, I created a membership to help you do that, called The JAVA Method. Click here to learn more.