The Difference Is Confidence

It is amazing how confidence can improve your performance. Take golf. If you have a couple of good holes, suddenly everything seems to go right: drives are long, approach shots close get to the hole and putts fall. But, record a triple bogey and suddenly nothing works: drives slice, approach shots go wild and you can’t sink a putt for love or money. The difference is confidence.

Confidence stems from knowing you can perform. Great golfers, although blessed with talent, still practice for hours. They not only work on every aspect of their game, they also spend time conditioning their bodies so they can withstand the rigors and demands of the tour. They have confidence that a shot will turn out well because they have prepared to succeed.

Do you have confidence when it comes to your business? If not, then you are not doing as well as you could be. What is business confidence? For management, confidence comes from planning, preparing and learning. Anticipating what is going to happen in the future, allows you to plan for change. Are sales going to increase? If so you need to have the cash to carry increased accounts receivable and inventory. You prepare by putting your plan into place: perhaps you negotiate a new line of credit or change your collection procedures.

In today’s world, managing a business is an incredibly complex chore. Government regulations, banking relations and dealing with insurance are just a few items on a manager’s list. To effectively administer a business you must have some knowledge in all of the preceding, as well as other numerous matters. To stay on top involves continuously educating yourself on business issues. And, with education comes knowledge and with knowledge comes confidence; confidence that allows you to make the right business decisions.

Confidence is crucial to success in sales. Customers have to trust a salesperson before they are going to buy from him or her. Similar to a golfer preparing to compete, a salesperson must prepare to sell. First and foremost among preparations is product knowledge. If you don’t know your products you can’t sell them; and, if you don’t have product knowledge you can’t add value for your customers and increase your sales through value engineering.

Like a golfer preparing by working out in the gym, salespeople prepare by working on their health and appearance. If you don’t take care of your body, if you are tired and don’t feel well, you will have a hard time putting forth the mental acumen and positive energy needed to close a sale.

When talking about how appearance affects your game, football great “Neon” Deon Sanders said it best: “If you look good, you feel good.  And if you feel good, you play good.  And if you play good the pays good.” I don’t care what you are selling, if you don’t look successful, people are hesitant to buy from you. Looking successful doesn’t mean wearing a suit to a construction site; it means being neat, pressed and well groomed.

You gain confidence by having an intimate knowledge of your business and products and by radiating health and success. Confidence that allows you to speak authoritatively and encourages people to want to do business with you; confidence that leads to increased sales and increased income.


Who has confidence in himself will gain the confidence of others.” -Leib Lazarow

If you think about disaster, you will get it. Brood about death and you hasten your demise. Think positively and masterfully, with confidence and faith, and life becomes more secure, more fraught with action, richer in achievement and experience.” -Edward Rickenbacker

One important key to success is self-confidence. An important key to self-confidence is preparation”. – Arthur Ashe

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