AI Coach: find and fix deal issues before they result in closed-lost using AI

Elements of Mindset

THE CONFIDENT MIND by Dr. Nate Zinsser

8 min
Average Score

Dr. Nate Zinsser

Sport and Performance Psychology Expert; Author, Speaker, Consultant

Watch Session

Sales representatives are the lifeblood of any successful business. They are the frontlines, the driving force behind revenue generation, and often the face of the company to potential clients. To excel in this demanding role, it's crucial for sales reps to cultivate a growth mindset. In this session, we will explore how sales reps can build their confidence and develop a growth mindset to boost their performance and achieve remarkable success.

Understanding the Power of Confidence

Confidence is the secret weapon of high-performing sales reps. It's the unwavering belief in one's ability to meet challenges head-on and close deals effectively. Dr. Nate Zinser, director of the performance psychology program at the West Point Military Academy, knows this well. He has helped athletes, soldiers, and business leaders win their first victory by instilling unwavering self-belief.

Your Mental Bank Account: Building Confidence One Deposit at a Time

Your mind functions like a bank account, storing memories of your efforts, successes, and progress. These deposits, called ESPs (Energizing and Encouraging memories of Quality Effort, Success, and Progress), are the currency of confidence. When your mental bank account is rich with ESPs, you exude confidence. But when it's low, self-doubt creeps in.

Sales reps can start each day by reflecting on their achievements:

  • Quality Effort: What effort did they put forth in their sales activities?
  • Success: What deals did they close or milestones did they achieve?
  • Progress: How did they improve their sales skills?

By making these daily deposits, sales reps can ensure a steady flow of confidence to draw from during important client interactions.

The Three-Step Pre-Performance Routine

Dr. Zinser's three-step pre-performance routine, CBA (Cue, Breathe, Attach), is a powerful tool for sales reps to eliminate nervous mental chatter and boost confidence.

Cue Your Conviction

Create a phrase that fuels your excitement rather than anxiety. For instance, tell yourself, "I'm eager to showcase my expertise and help my clients succeed." This shifts your mindset from fear to enthusiasm.

Breathe Your Body

Control your breath to control your mental state. Deep, deliberate breathing activates your parasympathetic nervous system, calming nerves, and boosting focus. Breathing exercises are a simple yet effective way to stay centered.

Attach Your Attention

Focus on something within your performance that fascinates you. Whether it's the client's needs, the product's features, or the negotiation process, immerse yourself completely. Tiger Woods' laser-like focus on his shots is a prime example of this principle in action.

Embrace Imperfections and Strive for Excellence

It's important to remember that no one is perfect. Mistakes are part of the journey. Beating yourself up over them is counterproductive. Instead, see them as opportunities for growth. As a sales rep, every interaction is a chance to learn and improve.

Conclusion: Win the War Against Self-Doubt

In the end, victorious sales reps win first by nurturing their confidence through regular deposits of ESPs into their mental bank accounts. The CBA routine further equips them to face clients with unwavering self-belief.

If you want to dive deeper into this topic and learn how to develop a growth mindset and enhance your sales performance, watch this session to gain valuable insights and practical tips.

To further enrich your understanding of confidence and performance psychology, consider reading Dr. Nate Zinser's book, "The Confident Mind." 

Remember, confidence is the key to success in the world of sales. Keep making those daily deposits, practice your CBA routine, and watch your sales performance soar.

How Triple Session works

Training, Testing, & Feedback

Triple Session's proven formula accelerates your sales performance through consistent, organized practice, backed by measurable results.

Watch a session

Bite-Sized Knowledge

Our expert-led video sessions simplify complex sales concepts into easy-to-digest 5-15 minute videos for better retention.

Test your understanding

Test Your Understanding

After each session, there will be a quiz to test your understanding and help you improve on any areas that need more attention.

Evaluate and Grow

Evaluate and Grow

Get progress snapshots after each quiz to track your improvements and achieve your sales mastery goals.