The level of confidence you have going into a sales call is going to determine the level of success you achieve during the sales call.  In fact, the level of your confidence will determine your level of success overall.

What gives anyone the right to think they’re going to successful if they don’t believe they’re successful?  The challenge every person faces is there are times when it is hard to be confident. 

Here are nine ways you can build your confidence:

1. Record your successes

Keep a list of your successes and update it at the end of each week. Record each success and the result that occurred.  Keeping a log of your successes will provide you with a great tool you can review anytime you find yourself doubting your confidence.

Don’t rely on what someone else would say about you.  Make your own list.  After you’ve been keeping the list for a few months, you will be amazed at what your list looks like. Be sure to record any obstacles you had to overcome to create the successes.  Suddenly your list becomes a self-reference tool.

2. Start each day congratulating or thanking somebody

It’s amazing how your outlook will change when you start each day thanking someone else.   We make better decisions when we have a clear mind, and the best way to clear your mind is to focus on expressing gratitude to those people around you. Along the way, we feel much better about ourselves as well.

When you take the time to notice what another person is doing and you congratulate them, you’ll suddenly find yourself being more aware of your own talents and accomplishments.

3. Only associate with positive people 

Allowing yourself to hang out with negative thinking people will only do one thing and that is de-motivate you. This is much bigger than people realize.  Who you associate with and how they think and see things will quickly become what you think and believe.

If you’re going to think big and be confident, then you need to associate with others who also think big and are confident.   

4. Set weekly goals you know you can achieve early in the week

Success breeds success.  Some may see this as being contrary to being successful, but I see it as a valuable tool that works.  Each week, set yourself one or two goals you know you can accomplish early in the week. When you accomplish them, congratulate yourself. You will be amazed at the impact this method will have on your level of confidence. 

This does not mean you shouldn’t also have big long-term goals. What this means is the weekly goals you intend to accomplish early in the week should help move you closer to achieving your big long-term goals.

5. Think long-term

When we allow ourselves to focus our attention on short-term things, we are more likely to view things as being overwhelming. Thinking long-term allows us to put what seems like a bad situation into context.

Think back a few months or a few years and remember what it was you were worried about. Fast forward to today and most likely you’ll find yourself wondering why you would have been worried about something that small.  Time helps put everything in context, reduces pressure and allows you to be more confident.

6. View each situation as a learning opportunity

Put yourself in a mode of continually learning, and this will help you begin to see there are no bad situations. Rather, they’re situations that provide you with more opportunity to learn.

Ever notice how two people in the same situation can see things completely differently?   Accept the fact there are going to be things that don’t go the way you may want them to go, but that does not preclude you from learning from them. 

When we choose to view everything as a learning opportunity, we raise our level of confidence. 

7. Never view things you can’t accomplish as impossible

Who says you can’t accomplish something? Regardless of what it is, you can do it. The only thing holding you back is time and your own belief system.  Defeat is never absolute, unless you choose to make it absolute.  View things not accomplished as merely works in progress. 

8. Don't feel that your success is dependent on someone else

Only you can define confidence and success.  It’s a personal decision you have to make.   Negative people allow themselves to be seen as victims.  Confident people do not allow the concept of being a victim to enter their thinking. 

9. To be confident, you must see yourself as confident.

Ground yourself in your beliefs and your personal integrity. There is no way others will see you as confident unless you see yourself as confident.  In the end, you’re the one who will determine your level of confidence.

Going around comparing your level of confidence to how other people see themselves will only lead to arrogance.

Arrogant people are those who view themselves as no longer needing to learn from others, and when this happens they will quickly find themselves isolated from others.  Ask yourself, “How successful will I be in sales if I’m isolated from others?” 

When you look at the above 9 ways to boost your confidence, which ways really resonate with you?

Don’t delay in building confidence that will positively impact not only your sales career, but more importantly, your life overall!

Mark Hunter, “The Sales Hunter,” is author of High-Profit Selling: Win the Sale Without Compromising on Price. He is a sales expert who speaks to thousands each year on how to increase their sales profitability. He was named one of the Top 50 Influencers in Sales by Top Sales World.  To receive a free weekly sales tip and read his Sales Motivation Blog, visit You can also follow him on Twitter, on Facebook and on Linkedin.