Open Your Visit with a Statement of Confidence

By Charles Brennan

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Selling involves a transference of feeling and belief. Individuals are motivated to change when risk is minimal, so when beginning your presentation, a statement of confidence is suggested. A statement of confidence indicates your ability to perform certain tasks to gain their attention and build their confidence in you as a good choice.

This statement reinforces you can give the customers what they want done. By starting your presentation with a statement of confidence you frame up your presentation and get the customer prepared and excited to hear how you can help solve their issues. A solution statement may sound something like this: "Mr. Jones, I'm confident that our database of 1100 programmers and technicians will allow us to supply you with the permanent and temporary personnel you need at probably less money than you are currently spending."

Presenting a statement of confidence is like an overture to a musical offering a summary of the songs that are going to follow. Now you should do the same.

© 2007 Charles Brennan, Jr.
PWW-002-004634

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Commitment
by Dr. Lee J. Colan