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In this episode of Prospecting on Purpose, Sara Murray dives deep into the power of a confident mindset and how it influences success in sales, business, and life. Confidence isn't about arrogance—it's about aligning your values, honing your strengths, and mastering your internal and external dialogue. If you've ever doubted yourself in negotiations, meetings, or prospecting conversations, this episode will help you build a confident mindset that drives results.
What You'll Gain:🔹 The Four Pillars of a Confident Mindset – Learn how values, core competencies, self-talk, and self-care shape your success. 🔹 Confidence vs. Arrogance vs. Ego – Understand the crucial differences and how to project authority without turning people off. 🔹 Reprogram Your Inner Dialogue – Shift self-doubt into self-assurance with practical mindset techniques. 🔹 Authentic Confidence in Sales – Learn how a confident mindset helps you communicate, negotiate, and close deals effortlessly.
Key Takeaways You Don't Want to Miss:🎯 The biggest mindset mistakes that kill confidence—and how to avoid them. 💡 Why aligning with your values leads to natural, unshakable confidence. 🚀 Small shifts in your language that instantly make you sound more confident.
Want to start showing up as your most confident self? Master a confident mindset and start winning in business today!
For more insights, revisit: 🎙 Episode 20 – Four Pillars for a Confident Mindset
Confidence is your competitive advantage. Tune in now and start prospecting on purpose!
Connect with Sara
YouTube: https://www.youtube.com/@saramurraysales LinkedIn: https://www.linkedin.com/in/saramurraysales/ Instagram: https://www.instagram.com/saramurraysales/
#ConfidentMindset #SalesMindset #PersonalGrowth #GrowthMindset #LeadershipDevelopment
#OwnTheRoom #SpeakWithConfidence #SalesProspectingTips
Prospecting on Purpose is Forbes meets Saturday Night Live - it’s *the* show for everything prospecting, sales, business, and mindset.
As business grows more complex, the biggest opportunities emerge when we learn beyond our own industries. From hospitality and design to technology and travel, this is where professionals come together to exchange ideas, uncover new perspectives, and prospect for business with creativity, authenticity, and intention.
Hosted by Sara Murray, a heart-centric sales champion, each episode helps you raise both your vibes and your game. Sara's playbook is simple - ABAV: Always Be Adding Value. Embrace your authentic self, lean into your unique strengths, and sell the outcome instead of the product or service.
Join Sara each week as she sits down with world-class thought leaders to unpack today's business strategies, mindset shifts, and relationship-driven approaches to growth, giving you practical ideas you can put into action right away.
Connect with Sara: www.saramurray.com IG: @saramurraysales LinkedIn: www.linkedin.com/in/saramurraysales/
a foundation of confidence will serve us in
whatever we do in life but especially in our careers
and it is a constant work in progress
the way we
embrace a confident mindset is by understanding
our values our core competencies
the language we're using internally and externally
and how we nurture our relationship with ourselves
you're listening to prospecting on purpose
where we discuss all things prospecting sales
business and mindset
I'm your host Sara Murray
a sales champion who's here to show you that
you can be a shark in business
and still lead with intentionality and authenticity
tune in each week
as we dive into methods to connect with clients
communicate with confidence and close the deal
hello and welcome to prospecting on purpose
we have a very meaty topic for today's episode
we're going to be discussing confidence
if you've listened to the 7 part mini series
7 crucial skills for effective selling
a throughline of effective selling is confidence
so
I wanted to spend a little bit more time on this topic
every area of our life and career stems from confidence
confidence in the face of rejection
or in our communication styles
or how to run a meeting
or being confident when it comes time to negotiations
so we'll get into all of those
in upcoming episodes of the show
but for today I want to talk about confidence
from a mindset perspective
we hear the word mindset a lot
so as a quick definition
mindset is basically a mental set of attitudes
or beliefs that we hold
attitudes and beliefs impact what we do
what we think feel and experience
it's essentially how we move through the world
I listen to a podcast called Mind Your Business
and the host recently gave an example
comparing mindset to a fish swimming in water
mindset is essentially the water in which we swim in
and we breathe
so for these little fish in our water mindset
and our mindset is unconfident
doubtful or insecure
we can imagine how this impacts the rest of the world
we're swimming in
and how we're showing up in that world
a foundation of confidence will serve us
in whatever we do in life
but especially in our careers
and it is a constant work in progress
it's also really easy to confuse the word confidence
arrogance and ego
so if we're swimming through our world
and we're not taking certain confident actions
because we're afraid
it's going to come across arrogant or egotistical
imagine
how that reads to the person we're trying to influence
it will come off as you're operating out of fear
or on the flip side if we're trying to appear confident
what we may not realize is
we may unintentionally be projecting arrogance
or our ego gets in our own way
and we're turning off the client or our colleagues
in an attempt to portray confidence
so to give us a little orientation
I'm going to give a definition of each of these
confidence means feeling secure of yourself
and your abilities but not in an arrogant way
but in a realistic secure way
is this quiet inner knowledge that you are capable
arrogance is someone who thinks they are better
or more important than other people
and that can come with bragging about accomplishments
or achievements or ignoring those around them
consciously or unconsciously
they can make others feel less important
and then ego you know
there is nothing wrong with having an ego
it is important to value yourself
but the ego needs to be regulated
and not used as an excuse to act superior
or to justify arrogant or egotistical behavior
under the guise of being confident
some small examples of ego and arrogance here
the need to always be right
always win receive constant recognition
the conversations can be very one sided
they may have difficulty seeing other perspectives
and there can be a certain lack of empathy
it is a doozy
which is why it's a constant work in progress
and that's why we're talking about it today
the way we embrace a confident mindset
is by understanding our values
our core competencies
the language we're using internally and externally
and how we nurture our relationship with ourselves
so we're gonna get into each of these
so first up values
if we understand our values
then we naturally have confidence that the actions were
taking are in alignment with our
core values additionally
if we know those values
then we're more secure in our decisions
and we don't spend energy second guessing ourselves
there is a lot of wasted energy
in second guessing ourselves
and if we're spending time stressing about decisions
did we make the right one
or reflecting on past behavior
then we're not spending
energy in confidence building activities
so let's learn our values so we can stop wasting energy
confidence naturally becomes
the result of acting in alignment with our values
here's a quick small example
if one of our values is being detail oriented
let's say we're sending out a proposal to a client
we find a mistake right before we hit send
it could be a small mistake
like something is formatted wrong
or there's a small typo in the terms
that no one would notice
some people might hit send and not worry about it
but our detail oriented values have us pause
fix the proposal before we hit send
and then on the larger scale
let's say our boss calls us to ask about this proposal
why did we send it is the math right
did it go out to the customer accurately
we can confidently confirm
because even if we don't remember
the minute changes we made
or the specifics of that proposal
we're operating an alignment with our values
and that baseline value of detail oriented
always shines through in our work
our values determine a component of our personal brand
and if we're securing them
that's the first pillar of confidence
the next pillar of confidence is an understanding of
our core competencies
most people have heard of core competencies
from an organizational level right
how does our company
differentiate ourselves from the competition
but in this case
I employee to look at core competencies as
what are your personal core competencies
that sets you as an individual apart
what are your strengths
and there may be some overlap with your values here
for example
detail oriented can be a value and a core competency
but some other examples of core competencies would be
team player, analytical, problem solver
good negotiator, organized, decisive
flexible, accountable
creative motivator, good listener
strong communicator, risk taker
well read, quick learner
patient text Abby
you can see how some of those can be values
but a lot of them are pretty much core competencies
what makes you different from your colleagues
or your competition so
these core competencies
are essentially gonna be married with our values
and those things together are gonna help make up this
confident DNA that we're building
I suggest you take some time
think through what are your strengths
write them on a post it note right next to your values
and it's behind my desk I have my values professional
approachable fun creative
intentional and my core competencies risk taker
good communicator positive motivator
ideas galore I could talk to anyone
those two things together
give me those pillars of confidence
and while we're talking about strengths
I wanna take a couple minutes to just talk about
quote unquote weaknesses
if we're aware that we're a really strong presenter
as one of our core competencies
but we struggle with follow up
it's helpful to be aware of it
so that we can work on that area
can we outsource it
can we prioritize it to be the first task of our day
can we talk to our manager for support
can we gamify our weaknesses
for example I like to give myself little treats
so if I have to follow up
and I'm dragging my feet on it
okay Sara
knock out an hour of follow up
and then you can go on a bike ride
then you can take a bath and read a magazine
how can you find workarounds to
bring in those areas where you struggle
because that's going to instill
another layer of confidence
and I think what a lot of people do is
instead of working through those areas
they use it as an excuse
and it just becomes part of their fixed mindset
for example oh
I suck at follow up oh
I suck at remembering names
it just becomes part of your personality
when it really doesn't have to be
really your personality is made up of your values
and your core competence
and how you interact with the world around you
including how you talk to yourself and how you
talk to others
which leads me to the third pillar of confidence
internal and external dialogue
watching our inner thoughts is so important
and I totally get it our confidence
arrogance ego
we're all doing a dance up in our brains
so when I say watch your inner dialogue
another way to word this could be challenge
negative self talk
we need to notice when we're being self critical
and replace those thoughts with neutral thoughts
or positive thoughts so if we're thinking in our brains
I'm worried I made a mistake
I can't do this I'm so stupid
I'm a poor presenter you know
we all have that negative self talk
there are two tools we can use first
I'm sure we've all heard this one
ask yourself how would you speak to yourself
if you were talking to your best friend or a child
what words would you use would you say you're stupid
you made a mistake you can't do this
of course not we all know that
what we're
saying to ourselves is much harsher than what we would
say to our friends and
our children so
that's just kind of a golden rule of challenging
negative self talk right
but the second tool we can use is a script
that we're discussing with our values episode
and today's episode the script is I value blank
and one of my core competencies is blank
so for using an example from this episode
if you're stressing out about something
an upcoming meeting an upcoming presentation
an incoming call from your boss
or if you forgot something
that's all wasted energy if you can replace it with
I value attention to detail
and one of my core competencies is organization
then
the way you show up in that meeting or conversation
is going to naturally be more confident
because you know your values
you know your core competencies
there are so many examples
when it comes to inner dialogue
and it's something I've been working on for years
and I actively work on every day
and I have noticed a huge difference
and how I show up in my life
and how I stand up for myself
and the behavior that I accept
and the way I communicate and the way I negotiate
and the way I show up externally
watching our inner dialect
takes a lot of self awareness
to pay attention to it and then to start to change it
it is a constant work in progress
so let's all give ourselves and each other Grace
when we're working through this stuff
but then that leads to external confidence
and external dialogue again
constant practice constant work in progress
one thing I used to do
and I've had to actively work on not doing it
and I know it's going to sound familiar
to everyone listening I'm in a meeting
I make a statement it's a logical statement
it's relevant to the conversation
and then I follow it up with
does that make sense or before I ask the question
I might preface the question with
this may be a silly question
but this may be a stupid question
but I'm sure this is sounding familiar
I think we use these little buffers
you know 1
just social conditioning but 2
we're using these little buffers as a way to not appear
arrogant and at the end of the day
if we make a statement
and we're securing that statement
it's going to come across confident
not arrogant it may be wrong
maybe an incorrect statement
but it's still confident
and that doesn't lead to arrogance or egotistical
and that leaves us with our final
and most important pillar of confidence
we really have
to have a nice relationship with ourselves
and of course this includes the inner dialogue
and the self talk that's happening in our brains
but if we're constantly talking to ourselves
and telling ourselves we're losers
or we're stupid or we're incompetent
or we can't do this or we can't do this
then we're hurting our relationship with ourselves
and that's clearly going to reflect in
the outward confidence we reflect to others
practice self care take care of your physical
mental and emotional health by getting enough sleep
eating a balanced diet exercise
walk
engage in activities that bring you joy and relaxation
making time for yourself is not selfish
it's going to give you the right confidence you need to
show up in the world for others
and at the end of the day
the relationships that we have with ourselves
is the most crucial
if we have this great relationship with ourselves
and the way that we show up
and start building authentic relationships with others
which serves us in life of course
but is one of our strongest assets in business
becomes so much more seamless and fun
if you got value out of today's episode
and you're thinking about confidence
in our four pillars a little bit differently
please leave a review
or share it with a friend or colleague
and if you're listening to this
and somebody sent it to you
it does not mean that they think you are not confident
that's your ego talking
it just is a different perspective on how to look at
how we show up in the world
and interact with others around us
and we all know sharing is caring
so they just care about you
I'd love to start a more formal relationship with
the listeners of this show
thank you so much for listening
I appreciate you tuning in and I'll see you next week
thank you so much
for listening to the prospecting on purpose podcast
if you'd love what you heard today
subscribe to the podcast
and please rate and leave a review
for more info on me or if you'd like to work together
feel free to go to my website
Sara Murray com
on social media
I'm usually hanging out at Saramurraysales
thanks again for joining me
and I'll see you next time