Sales and business development often depend as much on confidence and consistency as it does on technical skills.
One way to become more confident and consistent is to build on strengths when developing or refining our skills. Consider the following:
- Strengths accelerate progress. When we build on something we already do well — i.e., listening, empathy, relationship management — growth compounds more quickly than when trying to “fix” every weakness.
- Strengths create authenticity. Clients and referral sources respond best when our approach feels natural and genuine. Building on strengths ensures that business development activity feels aligned with who we are — not like a canned sales pitch.
- Strengths build confidence and motivation. Working from a position of strength gives us a sense of mastery and momentum. That confidence encourages more outreach, more conversations, and ultimately more consistency and results. It also sustains motivation during slow or challenging periods.
Magic Ingredients?
Confidence plays a major role when interacting with others. It can serve as a critical multiplier by amplifying our personal credibility and communication style. It doesn’t mean arrogance; it means believing in our ability to add value, act decisively, and model behaviors that build trust.
If you’re thinking about the best way to build confidence, here are three proven suggestions:
- Focus on what you do well! As noted above, building on strengths builds confidence.
- Consider advice from author and musician Steve Rapson who wrote, “At one time or another even the most seasoned people are affected by nervousness or uncertainty, and the most effective way of overcoming the affliction and becoming more confident involves preparation and conviction.”
- Or as former Major League baseball player Frank Edwin “Tug” McGraw Jr. famously said, “You gotta believe!”