One of the unwritten rules about sales is that you've got to have confidence before people will buy from you. 

But if you're a new Fractional CFO - who has never sold before -how can you get some confidence to close your first few deals?

It's a nasty catch-22. 

Over the past 9 years, I've become a total sales nerd. I've learned that sales confidence isn't about being the smoothest talker or having a great beard. 

It's about preparation, mindset, and a systematic approach that makes you feel like you can handle anything that comes your way.

Here are 5 best practices that you can adopt today that will immediately start boosting your confidence on sales calls.

Let's dive in.

Best Practice 1: Design Your Sales Call Blueprint

Confidence comes from knowing exactly where you're going. Just like CFOs love a dialed-in cash flow forecast, you'll love having a clear roadmap for your sales calls.

The key here is creating a flexible framework—not a rigid script. Think of it like a GPS that allows for scenic routes and unexpected detours. Your blueprint should outline the key destinations without dictating every single turn.

Back in 2024, I spent tens of thousands of dollars on sales coaching and ended up completely revamping my sales call blueprints. If you're interested in what I pivoted to, you can check out THIS video on YouTube.

Best Practice 2: Master the Energy Management Game

Energy is everything on a sales call! 

If you show up ready to go and act like you want to be there, so will your prospect. 

If you show up all meh, your prospect will as well.

But here's the secret—this isn't about fake enthusiasm. It's about genuine, authentic excitement for what you do. I mean, we literally change the course of businesses for the better! Why the heck wouldn't you show up with some excitement!?!

Most people in finance show up to sales calls feeling flat, nervous, or completely disconnected. 

Your mission? Be the exception.

Before each call, do something to generate energy: 

• Practice qigong
• Take deep, centering breaths
• Listen to music that pumps you up 
• Do a quick physical movement (jump, dance, stretch) 

Pro tip: avoid using caffeine as part of your routine. No one likes a jittery salesperson.

Best Practice 3: Develop Your Objection Response Toolkit

Objections are not roadblocks—they're opportunities for deeper connection.

Start collecting the objections you hear most frequently. Create a toolkit of metaphors, stories, and responses that feel natural and authentic. The key is making these feel like a conversation, not a rehearsed sales pitch.

Nobody likes that guy.

Don't be that guy.

HERE is a guide that I put together covering 3 of the most common objections Fractional CFOs face in sales calls.

Best Practice 4: Embrace the Power of Genuine Curiosity

The most confident salespeople are the most curious people in the room.

Instead of thinking about what you want to say next, focus entirely on understanding the person in front of you. 

Ask deep, meaningful questions. Listen—and I mean really listen—to their responses.

Your curiosity will almost become a superpower because the VAST majority of salespeople just go in acting like they already know the answers.

Most salespeople are like doctors who prescribe medications without asking all the questions!

When you take the time to ask questions and really get to know what your buyers are looking for, where they've been, and what help they think they need, it will give you an instant credibility boost and increase your chances of closing the sale.

Best Practice 5: Continuous Learning and Reflection

Like I said at the top of this edition, the most confidence you'll get will come from reps.

Confidence is a muscle. The more you work it, the stronger it gets.

After each sales call, take 10 minutes to journal and reflect: 

• What went well? 
• Where could you improve? 
• What did you learn about yourself?
• What did you learn about the potential client? 

Yeah, it feels cheesy to journal.

But you know what DOESN'T feel cheesy... 

(Yeah, you know.)

It's a Journey

I've been selling for 9 years now, and I've sold millions and millions of dollars of services.

I'm STILL constantly studying, learning, trying new things, and evolving how I sell. 

I share that to say that getting "good" at sales (whatever that means!) is a process, but so is leveling up your confidence. 

Keep pushing and stay in the game. 

Remember, there are people out there who desperately need your Fractional CFO services. 

You're just one sales call away from delivering them that gift.