1 rich Libsyn https://www.libsyn.com 90 600 Most salespeople who struggle with confidence think it's a personality problem. It's not. It's a structure problem. When you don't know what comes next, your brain fills the gap with anxiety, and that anxiety shows up as hesitation, over-explaining, or caving on price. Here’s what I want every listener to hear: confidence is not something you either have or you don’t. It’s not a personality type. It’s not a gift some people are born with. Confidence is manufactured, through preparation, repetition, and having a process you trust. The salespeople who look naturally confident in a room? They’ve usually just internalized a structure so deeply it looks effortless. Take that structure away and watch what happens. Golden Nugget: “Give me six hours to chop down a tree and I will spend the first four sharpening the axe.” — Abraham Lincoln In this episode: Bill Hellkamp LinkedIn:&amp;nbsp;linkedin.com/in/billhellkamp Bill Hellkamp Website:&amp;nbsp;reachdev.com Stefani Havel LinkedIn: linlinkedin.com/in/stefanihavel Stefani Havel Website: www.SalesStrategyNetwork.com CONVERT Guide:&amp;nbsp;www.SalesStrategyNetwork.com/Convert &amp;nbsp; &amp;nbsp; Winning at Selling | Sales Leadership, Training and Development by Bill Hellkamp http://www.winningatselling.com <iframe title="Libsyn Player" style="border: none" src="//html5-player.libsyn.com/embed/episode/id/41833990/height/90/theme/custom/thumbnail/yes/direction/forward/render-playlist/no/custom-color/88AA3C/" height="90" width="600" scrolling="no" allowfullscreen webkitallowfullscreen mozallowfullscreen oallowfullscreen msallowfullscreen></iframe> https://assets.libsyn.com/secure/content/203419360