Norton: Going into the new year with greater confidence
As the calendar turns to a new year, many reflect on our personal and professional growth. What goals will we set? What dreams will we chase? And, more importantly, how will we muster the confidence to pursue them?
After more than 25 years in personal and professional development, particularly in sales and sales management, I believe confidence is the cornerstone of success in nearly every endeavor.
I’m often asked, “What is the number one trait of a successful salesperson?” People expect me to say something like I have a knack for prospecting, asking insightful questions, or have a talent for closing deals with a killer instinct. While those skills are valuable, the real secret lies in communicating effectively and having authentic, adult-to-adult, truth-based conversations. At the heart of that ability are the three Cs of confidence:
Confidence in yourself: Believing in your abilities, knowledge and potential is the foundation of confidence. A salesperson who trusts their judgment and skills can navigate challenging conversations and objections with poise.
Confidence in your products and services: You must genuinely believe in the value of what you’re offering. If you don’t trust that your products or services can solve your client’s problems, how can you expect them to believe it?
Support Local Journalism
Confidence in your company: Knowing that your organization stands behind you and will deliver on promises with white-glove service allows you to speak with assurance and credibility.
When you align these three types of confidence, your communication ability soars. You’re no longer just selling; you’re having meaningful, impactful conversations that build trust and inspire action.
But let’s step away from sales for a moment. Confidence is critical in every aspect of our lives. Think about it: What are you most confident in?
Maybe you’re a great parent, an exceptional spouse, a gifted teacher, or a leader with unwavering integrity. Those areas of confidence give you strength, purpose and fulfillment. They remind you of your unique talents and values.
Now, consider the flip side: Where do you lack confidence? Perhaps it’s your fear of speaking in public, leading a newly promoted team, or learning a new skill. A lack of confidence can feel like a wall between you and your goals, casting doubt on your ability to succeed. But here’s the thing: Confidence isn’t a fixed trait; it’s a muscle you can build.
So, how do we strengthen our confidence in areas where we feel weak? Here are a few strategies to consider:
Start small and build momentum: First, tackle smaller, manageable challenges. Each success, no matter how minor, adds to your reservoir of confidence and prepares you for bigger hurdles.
Surround yourself with the right people: Confidence doesn’t exist in a vacuum; who you choose to surround yourself with matters. Are you spending time with people who uplift and encourage you, or with those who chip away at your self-belief?
Build a circle of trusted coaches, mentors and supporters: These people will cheer you on when you’re hesitant and push you forward when self-doubt creeps in.
Embrace lifelong learning: Confidence grows when you take the time to improve your skills and expand your knowledge. Learning bridges the gap between uncertainty and mastery, whether through formal education, reading or hands-on experience.
Practice self-compassion: We’re often our own harshest critics. When you stumble, remind yourself that failure is part of the process. Treat yourself with the same kindness and encouragement you’d offer a friend.
Visualize success: Visualization is a powerful tool. Picture yourself succeeding in the areas where you feel unsure. Imagine the steps, the feelings and the outcomes. The mind often follows where the imagination leads.
Whether you’re a salesperson striving for more meaningful conversations, a new leader finding your footing, or someone looking to grow personally, the path to greater confidence is within your reach. With the right mindset, people around you, and a commitment to growth, this year can be your most confident yet.
So, as you set your resolutions and envision the year ahead, ask yourself: What will I do today to strengthen my confidence for tomorrow? The answer might transform your life. I would love to hear your story at gotonorton@gmail.com and when we gain greater confidence each day, it will be a better-than-good life.
Michael Norton is an author, a personal and professional coach, consultant, trainer, encourager, and motivator of individuals and businesses, working with organizations and associations across multiple industries.
