What makes them confident?
Preparation. Training. Perfect practice. Experiencing the product or service. Repetition, repetition, repetition.
Build confident salespeople. The prospect can never be more confident about your product than the salesperson is.
The importance of preparation can never be overestimated. Practice, practice, practice! Anticipate objections and pro-actively address them in your presentation – don’t wait for the question and then play defense. Always know what’s coming, and be prepared for it.
When you sell with “CONFIDENCE, CONVICTION, ENTHUSIASM and PASSION” customers will buy! Especially when compared to being unenthusiastic, meek & mellow on your sales call. Who would you buy from?
I believe that it is best to be fully prepared and have a “toolbox” of knowledge to use at the appropriate time. I have learned from sales experts that the customer already expects you to be an expert in what you do. You do not have to throw everything you know at them. If you present yourself with professionalism, give a strong introduction while building credibility throughout, all you will need to do is carefully LISTEN, Ask appropriate questions, and answer expertly when given the opportunity. But all of this is not possible without expert preparation.