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.