Selling the Price Increase by Jeb Blount

Author:Jeb Blount [Jeb Blount]
Language: eng
Format: epub
Publisher: Wiley
Published: 2022-06-15T00:00:00+00:00

Confidence Sharpens Confidence

The good news for Arianna is that confidence sharpens confidence. World War I Ace Eddie Rickenbacker said, “Courage is doing something you fear.” He also said that courage cannot exist without fear. His message: It is OK to feel afraid, it is not OK to allow fear to hold you back.

Sometimes you've got to fake it until you make it. Even when you are shaking in your boots, you must appear relaxed, poised, and confident on the outside.

This is exactly what I asked Arianna and her classmates to do. Despite her self-doubt and fear, she willed herself to use confident words and body language even though everything inside her was screaming at her to stop! The approach was successful, which, in turn, sharpened her confidence. For Arianna, this led to higher self-esteem and improved effectiveness in price increase conversations.

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