Boldness Follows Assurance
New reps will come out of the gate full of confidence and their numbers will soar. Then after a few months, a few cancellations, a few too many competitors, their numbers will dive.
The cause of this is the confidence an individual has in their solution.
Be sold on your product, have confidence in your support, don't falter when a competitor comes up, don't shrink in a negotiation. Boldness follows assurance. Watch this video from Grant Cardone. Pay attention to how his assurance and confidence is incredibly persuasive: