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How to get hyped/boost confidence for a meeting or deal?

Hello all,


As a beginner in my AE role, I'm getting into later stages and am trying to rely less on my manager so I can get up to speed faster and leave the nest so to say.


That said, for these later stages I find myself overthinking a lot and feel worried that an objection or question will come up that I'm not familiar with or won't know how to navigate. In this case, this is my first time in a really competitive deal as well, for example. In reality I think I'd do just fine but curious -


Do you do anything to get pumped up for a meeting or to boost your confidence so you come in assuming the sale?


I understand as time goes on and as I get more reps in, it will become second nature. But at least for now so I can appear more confident, have fun, and close deals?

๐Ÿ“ˆ Closing
๐Ÿ’†โ€โ™‚ Mindset
๐Ÿ’ช Motivation
17
WCK
Notorious Answer
+11
Padre de Tequila, General of the Coors Knights
Come in prepared and trust that I have the tools to close the deal already available in my toolbox. Project confidence until it is second nature tbh.ย 
ne
newsalesguy14
Politicker
+6
Account Executive
Love this mindset, thank you!
RealPatrickBateman
Politicker
+7
Amateur Butcher
John @WCKย  beat me to it. But this is 100% spot on ๐ŸŽฏ
CuriousFox
WR Officer
+11
Senior Account Executive
So what if you are asked something you don't know? This is a great opportunity to say, "I will find out today" and show them your strong follow up skills.
ne
newsalesguy14
Politicker
+6
Account Executive
This is true, I can always find out for them and get them an accurate answer afterwards
Bu
BusterMcDialRipper
Politicker
+7
Director of Dials
chocolate milk, everytime
happyhunter
Valued Contributor
+5
spittin' sunshine
Exercise and meditation daily to boost overall confidence. Right before the meeting/call listen to whatever your pump up music is right before, say a few positive affirmations and go crush it!
ne
newsalesguy14
Politicker
+6
Account Executive
Yes I'm all about the daily exercise and meditation! Do you have any go-to affirmations for sales/these types of situations?
FromaBlankPerspective
Politicker
+5
District Manager
Aside from the obvious of being prepared, etc. I do the following...

- Write "this is going to go great!" on the top of my notes page
- Listen to "Girls in the Hood" by Meg Thee Stallionย 
ne
newsalesguy14
Politicker
+6
Account Executive
Love it! Am definitely going to write this at the top of my notes page! Not sure if "Girls in the Hood" will be it for me, but I'll find a solid pump up song for myself lol
FromaBlankPerspective
Politicker
+5
District Manager
Haha, fair enoughย 
cw95
Politicker
+6
Pricing Executive
I tend to go outside for five mins before to get fresh air then go back in with the attitude of 'Fuck it, it's just another human on the call'.ย 

If you can't answer questions be honest and say I don't want to lie but I don't know I'll get back to you on that.ย 

People on the other end aren't evil, they do this daily, and may have also done it as well.ย 
ne
newsalesguy14
Politicker
+6
Account Executive
Will definitely start implementing this. Appreciate it!
VineMic
Contributor
+3
Account Executive
@newsalesguy14ย 

1) Detach from the outcome. This is one of many at-bats in your sales career and there's no reason to get stupidly over hyped, this is just another opportunity to refine your craft and get better

2) Two large inhales in, one inhale out. Repeat this power breathing exercise for about 2-3 minutes.

3) Stand up and stretch

4) Ensure that you're prepared for everyday by making sure you have everything you need for each meeting and to start each day with a full list of contacts in Outreach or Salesforce ready to call

Best of luck! @newsalesguy14ย 
ne
newsalesguy14
Politicker
+6
Account Executive
Amazing advice - thank you! Detaching from the outcome is hard, especially because of our number we have to hit. But you are right that it makes it much less daunting just to consider it as one of many at-bats to practice the craft
RampagingDog
Politicker
+5
Recruitment Consultant
Cocaine and whiskey. Obviously.
happyhunter
Valued Contributor
+5
spittin' sunshine
I donโ€™t have specific affirmations but one that I use often is I am worthy of living the life of my dreams and will attain/attract everything that I seek. Another is I live a life of financial freedom and successes. These are more general overall but writing them or repeating them every day is motivation that no matter what happens today/on a deal, Iโ€™m working hard to get where I need to be and itโ€™s all going to be good
ch
chadilac
Praised Answer
+1
Sales Director
Donโ€™t feel like youโ€™re an imposter. Be confident in what you say, no matter what. And if you fuck up, learn and grow. You gain confidence through experience.
Sniper
Opinionated
+3
Enterprise Account Executive
I blast โ€œUntouchableโ€ by Tupac (Swizz Beats Remix) Always have. Always will. To get the kill.
GDO
Politicker
+7
BDM
I have the overthinking gene as well. I just try to take distance from the deal. And prep with a colleague they will tell you how good it is :)
AJ_flipping_Steel
Good Citizen
Sales Executive
Know your shit! ย Know your products (positives & negatives), competition, ask pain point questions leading up to the meeting, get a repor with person you are meeting with, listen to what they say and do not interrupt, do not go into a meeting and regurgitate everything youโ€™ve been told or learned, and most importantly know how your product will help them make money. ย 

At the end of the day, all they care about is if your product or service will help improveย their life and business while bringing them a capital gain.ย 
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