Confidence is not just an internal feeling; it's an emotion that salespeople actively transfer to buyers. This phenomenon, called emotional contagion, makes buyers trust a confident salesperson more. Conversely, insecurity is also contagious and can make a buyer doubt the salesperson and their solution, killing the deal.
Maintaining a full pipeline through consistent prospecting gives salespeople options. This allows them to detach from the outcome of any single deal, reducing desperation and pressure. The ability to walk away from a deal because you have other opportunities creates immense confidence that buyers can sense.
A single negative event, like a lost deal or an unexpected challenge, can initiate a downward spiral of insecurity. This erodes a salesperson's confidence and performance, much like one bad golf shot can ruin an entire game. This psychological pattern is a real and significant threat to closing sales.
Beyond standard pre-call planning, "murder boarding" involves exhaustively role-playing every potential negative scenario, objection, and hard question for a major sales call. This process of confronting and practicing worst-case outcomes creates certainty and confidence for handling unexpected challenges during the actual meeting.
When feeling insecure during a sales interaction, a powerful tactic is to consciously slow your pace, pause, and ask the prospect a question. This simple action prevents you from transferring your insecurity to the buyer through nervous body language or rushed speech. It provides a moment to regain composure and shifts the focus.