An early mentor once described sales as a "transfer of confidence from you to your potential client". So what should you do when you can't find your confidence?  Even worse, what if deep down you think that you're a fraud and that everyone is just about to figure that out? Feeling Like a Fraud When Selling At its core, impostor syndrome reflects a lack of confidence in yourself and your abilities.  It's the impulse to look at our inadequacies and failures as the defining feature of us, even in the face of evidence to the contrary. It's important to understand that all of us have doubts and fears about our capabilities, but what … [Read more...]