Last updated on Jul 13, 2024

Here's how you can enhance your ability to influence decision-makers in outside sales through confidence.

In outside sales, your success hinges on your ability to persuade decision-makers. This skill is not innate; it's crafted through experience, strategy, and most importantly, confidence. When you approach potential clients with assurance, you not only establish credibility but also create a compelling case for your product or service. Enhancing your influence requires a blend of self-belief and the right techniques to sway those who hold the keys to your sales targets.

1 Build Rapport

Building rapport is the cornerstone of any successful sales relationship. Start by researching your client to find common ground and tailor your approach accordingly. Engage in active listening during your interactions to understand their needs and concerns fully. By showing empathy and a genuine interest in their business challenges, you create a trusting atmosphere. This trust lays the groundwork for a more receptive audience when you present your sales pitch.

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Michelle Shannon

Tennessee Operations Manager- ProDrivers an Employbridge Company
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Building relationships is the key to success. There will always be competitors calling on your clients. If you don’t take care of your clients someone else will step in and gain their business.

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Mildoris Montes

Closer profesional y formadora 🤝 | Especializada en estrategias de ventas 💼 y talleres de optimización de formaciones📊 para empresas y alumnos | Ayudando a alcanzar metas y objetivos de forma efectiva 🚀
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Formular preguntas estratégicas es fundamental para construir confianza con los tomadores de decisiones. Estas preguntas, previamente analizadas, permiten profundizar en las necesidades reales de los clientes, mostrando no solo un interés genuino, sino también un compromiso con la búsqueda de soluciones óptimas para ellos. Al demostrar la comprensión de sus desafíos y que se está preparado para abordarlos de manera específica, se fortalece la confianza, lo que es esencial para influir en sus decisiones finales. Es importante la escucha activa, es decir, la regla del 80/20, donde el 80% habla él y tu el 20% y asegurándonos de que nuestras intervenciones sean preguntas guiadoras que profundicen la conversación y refuercen la comprensión.

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2 Know Your Product

A deep understanding of your product or service is crucial. You must be able to articulate how it can solve specific problems or enhance the client's operations. This knowledge not only bolsters your confidence but also equips you to handle objections with ease. Be prepared to explain complex features in simple terms and demonstrate the tangible benefits your offering provides. When you exude product confidence, it's contagious, and decision-makers will take notice.

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Todd Thrailkill

Sales Application Engineer
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Knowing your product well is only half the battle. Understanding how your products will solve critical business problems for your decision maker is the most important part. Decision Makers are constantly working through issues that plaque their daily life. The ability to articulate how your products and services solve their particular issues can show the decision maker that you’ve done your homework, thoughtfully partnered with them to architect a solution that is tailored to their processes, and that they can trust you now and into the future. This makes them secure in a decision for you verses your competition that provides specs and lower pricing.

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3 Project Authority

Projecting authority is about striking the right balance between assertiveness and approachability. Dress professionally and maintain a poised demeanor to make a strong first impression. Use a firm handshake and maintain eye contact to convey confidence without appearing aggressive. Your verbal communication should be clear and authoritative, signaling to decision-makers that you are a credible source of information and a confident advocate for your product.

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Chee Kin Low

Sales Master at Atomy Online Shopping Mall | Online Marketing Consultant | IT Enterprise Project Management | Financial Advisor
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Projecting Authority does not mean you are loud or dress up in the finest and stylish brands. You have to be well mannered, articulated and a good listener. Give you recommendations, two options for customers to choose. Ask for their choice immediately. So that customers had to make the decision.

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4 Leverage Storytelling

Storytelling is a powerful tool in sales. Share success stories and testimonials that resonate with the client's situation. By illustrating how your product has benefited similar businesses, you provide concrete evidence of its value. Stories can evoke emotions and create a narrative that facts and figures alone cannot match. A compelling story can often be the tipping point that influences a decision-maker to say yes.

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5 Handle Objections

Handling objections effectively is a testament to your confidence and expertise. Anticipate potential concerns and prepare responses that address them head-on. Rather than dismissing objections, acknowledge them and use them as an opportunity to provide further information. This approach demonstrates that you are not only confident in your offering but also respectful of the decision-maker's perspective.

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6 Follow Up

The follow-up is an integral part of the sales process. It shows persistence and reinforces the message that you are committed to providing value. Send personalized emails or make phone calls to remind decision-makers of your discussion and the benefits of your product. A well-timed follow-up can be just the nudge a client needs to make a decision, especially when it's done with confidence and tact.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Here's how you can enhance your ability to influence decision-makers in outside sales through confidence.

1

2

3

4

5

6

7

1 Build Rapport

2 Know Your Product

3 Project Authority

4 Leverage Storytelling

5 Handle Objections

6 Follow Up

7 Here’s what else to consider

Outside Sales

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Here's how you can enhance your ability to influence decision-makers in outside sales through confidence.

1

2

3

4

5

6

7

1 Build Rapport

2 Know Your Product

3 Project Authority

4 Leverage Storytelling

5 Handle Objections

6 Follow Up

7 Here’s what else to consider

Outside Sales

Rate this article

Thanks for your feedback

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