#705 - Stop Winging It. Start Winning! - 6/26/2026
About this episode
This episode discusses how confidence in sales is a result of structure and preparation rather than personality.
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: linkedin.com/in/billhellkamp Bill Hellkamp Website: reachdev.com Stefani Havel LinkedIn: lin linkedin.com/in/stefanihavel Stefani Havel Website: www. SalesStrategyNetwork.com CONVERT Guide: www. SalesStrategyNetwork.com/Convert
People in this episode
Hosts: Scott Plum, Bill Hellkamp
Mentioned in this episode
Organizations: SalesStrategyNetwork, reachdev.com
Books & works: Give me six hours to chop down a tree and I will spend the first four sharpening the axe.
More episodes of WINNING AT SELLING
- #708 - Guest: Steve Keating – Turning a Great Commission into Long Term Wealth - 7/17/2026
- #707 - Are you making it easy for your customer to buy? - 7/10/2026
- #706 - Your Prospect Isn't the Final Decision Maker...Now What? - 7/3/2026
- #704 - How to Have a Great First Meeting - 6/22/2026
- #703 - A Tribute to Scott "The Professor" Plum - 6/13/2026
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