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What science says about improving confidence

We tend to think of confidence – a necessary dimension of the selling mindset – as a fixed personality trait. It’s either something you’re born with or not. The good news is that science shows you can develop confidence¬†whatever your starting position with striking impacts on sales performance.

This HBR Blog is a pretty neat summary of how to improve confidence. We believe that there are two fundamental components. Firstly, there is – in the language of Martin Seligman – learned optimism, the ability to explain events to yourself in a way that does not make excuses but critically does not diminish confidence. The second is, drawing on the work of Carol Dweck, taking a “growth” view of setbacks and adversity rather than a “fixed” one.

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