Selling with Confidence: 3 Tips to Close More Loans, Accounts

Ever felt like walking into a member consultation with a sense of doubt, wondering if you’ll be able to guide them to the right decision? Confidence is a crucial ingredient that turns uncertain members into committed ones. 

When you’re confident, you’re building trust. Believing in yourself translates directly into belief in what you’re recommending, whether it’s a financial solution or an opportunity to deepen a member’s relationship with the credit union. And members pick up on that trust quickly. 

Here are three simple ways to building the kind of confidence that inspires action and trust.

Master Your Products 

Every question you couldn’t answer from the member can feel like a nail in the coffin. Know your product inside out. It’s hard to sell with conviction if you’re fumbling through features of your checking accounts, loan products, and online and mobile banking. 

Make time to dive into FAQs, product specs, and real-life case studies. Not only does knowledge inspire confidence, but it also screams, "Trust me, I’ve got this!" But… one thing for sure: Don’t guess if you don’t know. Always say, “I don’t know, let me get back to you,” and then always get back in touch.

Every Rejection is a Learning Opportunity

Too often rejection is seen as an unwelcome guest. Here’s the reframe: Each “no” isn’t a slap to your self-worth; it’s just data. Every closed door gets you closer to the ones that swing wide open. Treat rejection as a steppingstone. 

After all, even the best lose more than they win. Basketball legend Michael Jordan missed 12,345 shots during his career. He also led the NBA in missed shots for seven seasons. And yet, he has six championship rings.

Listen Like a Pro

Confidence doesn’t always come from speaking; it often comes from listening. Actively tuning into your prospect’s needs and concerns shows that you’re genuinely invested in solving their problem. Plus, asking clarifying questions gives you control of the conversation without being pushy. The more you understand their pain points, the more tailored (and confident) your pitch becomes. Think of it as building a bridge of trust, plank by plank.

But don’t stop at just listening to prospects – turn your ears toward your team. Watch and learn from your top-performing colleagues. How do they handle objections? What phrases or approaches consistently win them a “yes?” Sales isn’t just about reinventing the wheel; sometimes it’s about borrowing the best parts of other people’s rides. Use what works and make it your own.

Sales Confidence Self-Assessment

Ready to up your sales game? Put these tips into practice for a week and watch your confidence – and close rate – soar. Still doubting? Take our sales confidence worksheet and see where you land.