Sales Confidence: 5 Practical Tips to Build Trust, Rapport and Results

"What do icebergs, poker players, and top salespeople have in common?"

They reveal only the best part of themselves, leaving the rest a mystery. That, fellow credit union leaders, is confidence. And if you’re thinking, “Sure, but I’m no iceberg. I’m no poker player,” don’t worry – you don’t have to be.

Sales confidence isn’t about being born a natural. It’s a skill anyone can learn, practice, and perfect. Think of it like building a muscle. Whether you’re managing a team at the credit union or speaking directly to members, confidence not only helps you – it builds trust, rapport, and results.

So, how do you go from “I think I can” to “I know I can?” Let’s unpack five strategies that will help you walk into any situation – be it a tough sell, a member question, or a leadership challenge.

Step 1: Start Strong and Stay Memorable

First impressions are your golden ticket. Think of your opening moment like a movie trailer – it sets the tone. Smile warmly, maintain eye contact, and ensure your handshake is firm but not "I-crushed-your-hand" firm. People judge you within 7 seconds, so make those count.

Step 2: Let Your Body do the Talking

Forget about words for a moment. Your body talks louder. Straighten your posture, plant your feet firmly. Power poses may feel silly, but they scream confidence to others – and yourself. Even the Superman pose before you go into a major meeting will amp up your confidence.

Step 3: Practice Mirroring

Ever notice how people naturally mimic each other when they’re vibing? Use this to build rapport. Mirror your member’s tone and pace. Now, subtlety is key – no need to morph into their doppelgänger. 

But when you reflect a member’s tone, pace, gestures… it signals to their subconscious that you’re on the same wavelength, making them more likely to feel comfortable and engaged in the conversation.

Step 4: Transform Your State

Your emotional state is the foundation of your confidence. Instead of letting nerves or self-doubt take over, train yourself to replace negative feelings with empowering beliefs. Start by recognizing those unhelpful thoughts, then actively shift your focus to what you can control. 

Visualize a successful outcome, pair it with calming deep breaths, and remind yourself of past wins. Over time, this practice will rewire your mind so that you can take on any challenge.

Step 5: Develop Your Alter Ego

Channel your inner Beyoncé or Tony Stark. Yes, create an alter ego. This isn’t about faking it – it’s about amplifying the best parts of you. In all seriousness, how does this alter ego talk? Likely with assurance, clear articulation, and an energy that makes people lean in. How do they stand? Tall, open, and grounded. 

Think of it as your mental armor, allowing you to push past hesitation and own every conversation. When it’s time to step into the spotlight, channel this persona, and watch how your mindset and interactions transform.

This week, try these tips with at least three members or colleagues at the credit union. Which ones make you feel like a sales rockstar? Share your win and own your growth.

Confidence isn’t about being perfect. It’s about being present, prepared, and a little playful.

Remember... Ideas spark changes; actions ignite it.