1. Organize Your Day
Laying out a to-do list along with overall goals and expectations for the day ahead keeps you focused. Schedule time for furthering your knowledge on the products and imprints you offer so you can confidently answer questions, and practicing your value proposition, sales pitch and next presentation. Also, schedule time for prospecting – stick to it and avoid quitting early. Foster a positive mindset by reminding yourself of recent wins and don’t agonize over past rejections.

Time: 10 minutes daily

2. Research 
Read industry publications and blog posts, and check out retail trends in magazines and on social media. It will help you to know what’s trending so you can confidently answer prospects’ and clients’ questions. Do research on leads to determine what they may need in the near future, and how you can help them specifically.

Time: 30 minutes daily

96% of buyers think a meeting is worth the time if a sales rep focuses on the value they’ll deliver. — (RAIN Group)

3. Craft a Value Proposition
A value proposition is a promise to prospects and clients about what you can deliver for them and the difference it makes to their business. In a commoditized industry like promotional products, it’s essential to have a proposition that differentiates you from other reps and distributors. It should be clear and concise while showing how you can solve their pain points. Remember to tailor it. A generic one won’t resonate with prospects. Do your research, determine what they need and lay out your differentiators based on how those differences will help them achieve their specific goals.

Time: One hour monthly

4. Rehearse Your Proposition & Pitch
Before presenting a value proposition, practice it so you know it inside and out, stressing how you can help a client with their needs. Know your company’s capabilities and services, and how they can help your client. With the pitch, demonstrate how a specific product can help them, then practice delivering it with authority and declarative statements. Don’t be shy about asking a peer to help you and give you constructive feedback. Practice with them over lunch, or ask a family member if they wouldn’t mind sitting with you in the evening, a few days before your important meeting.

Time: 45 minutes weekly

5. Practice Using Assertive Words
A well-crafted proposition and pitch can be undermined by the use of weak phrases, like “sort of like,” “I’m not sure” or “I believe so.” These make it seem like you’re not sure of yourself, and your audience can pick up on it. If you really aren’t sure of something, use a declarative statement such as, “I will find out more information for you and follow up immediately.” Avoid using weak words in your everyday speech, and it will easily transition into your selling process.

Time: One hour monthly

6. Network With Others
Attend a meeting of a local networking group like Meetup, Business Network International or the Chamber of Commerce to talk with others about the sales process and their best practices. Find a mentor who can answer questions as they arise, and who’s close enough to meet with regularly. And network at industry events, both with speakers and other attendees. You can even join a Group on LinkedIn geared toward best practices – engage by asking questions, interacting with other members and offering your own advice.

Time: 2 hours weekly

7. Clear Your Mind
Sometimes, boosting confidence can be helped just by sitting up a little straighter before making that next call, or standing up and stretching, or taking a walk to clear your mind. Invite co-workers to accompany you. If they’re open to it, use the time to talk about any concerns you may have and ask for advice. Be a sounding board for your colleagues as well.

Time: 15 minutes daily