Prospects have antennas that are always on alert, enabling them to pick up any sign of wavering confidence in an instant. Without confidence your success will be limited. Two ways to build confidence are using courage and reviewing past experiences. Courage means moving forward in the face of fear or doubt. Confidence is the result of successfully overcoming obstacles. Second, you have a history of past successes. Create a personal fuzzy file containing records of achievements, rewards, accolades, prizes and past successes. Reviewing these can help you reclaim confidence and belief in yourself. You must first believe in yourself before the prospect will believe in you or your offering.
“People grow through experience if they meet life honestly and courageously. This is how character is built.” - Eleanor Roosevelt