--- title: Courage and Confidence | The Sales Blog description: Courage and confidence are intertwined. They develop together, and they depend on each other as they grow. To succeed in sales, you need both in large quantities. The Courage to Take Chances It takes courage to compel your dream client to change by sharing insights that demonstrate how their current state is untenable. By sharing a […] image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/shutterstock_254682385.jpg --- ### [Now booking SKO meetings for 2026/27! 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They develop together, and they depend on each other as they grow. To succeed in sales, you need both in large quantities. ## The Courage to Take Chances It takes courage to compel your dream client to change by sharing insights that demonstrate how their current state is untenable. By sharing a view that is disruptive you put your potential opportunity at risk. If you are confident in your business acumen, your situational knowledge, and your reading of your client’s risk, you’ll have the courage to disrupt their worldview. ## The Courage to Gain Commitments You need courage to wrest control of the process and argue for the commitments that you know your prospect to make in order to achieve the results they need. Gaining those commitments improves your ability to make change. If you are confident in your ability to create value during ever interaction you have with your client and your ability to move them forward towards the results they seek, that confidence will give you the courage. ## The Courage to Think Big Courage is necessary if you are going to share a bold vision of the future. A “too big” vision can create a sense of fear in your prospective client. The greater your confidence in your vision, the more confident your dream client will be. Your confidence is what infects your prospective client with confidence. Knowing you can bring that vision to life gives you the courage to share it. ## The Courage to Believe in Your Strategy A greater investment is often what is necessary to produce greater results. It takes courage to stand fearlessly behind your pricing when you know that many of your competitors are trying to win business by reducing the customers existing price. It takes confidence to embrace your higher price as the differentiation that makes you worth paying more to obtain. Knowing that the investment is necessary and that it will produce better results gives you the courage to lead with your higher price. If you have the courage to [face your fears and do what makes you uncomfortable](http://thesalesblog.com/2016/05/03/face-fears-uncomfortable/), your confidence will grow. If you have the confidence that what you are doing is right, have the courage to do it.   ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [2016](https://www.thesalesblog.com/blog/tag/2016) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on May 6, 2016 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![salescall-planner-ebook-v3-1-cover (1)](https://www.thesalesblog.com/hs-fs/hubfs/salescall-planner-ebook-v3-1-cover%20(1).jpg?width=768&height=994&name=salescall-planner-ebook-v3-1-cover%20(1).jpg) ### Free Sales eBook: Sales Call Planner Planning your sales call improves the likelihood of making a successful call, and it demonstrates to your dream client your professionalism. 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What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2024-07-15T3:11:42 PM", "datePublished" : "2016-05-06 21:00:02", "description" : "Courage and confidence are intertwined. They develop together, and they depend on each other as they grow. To succeed in sales, you need both in large quantities. 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