Following are three simple tips to reduce anxiety when talking with your prospects. Often, salespeople struggle with some nervousness when chatting with a prospect. This is normal. However, the most common response to this nervousness is nervous chatter. They just keep talking on and on.
Don’t do this?
It’s annoying. It risks your sales, too.
Instead, and to feel good about selling, do these three things:
ONE: Prepare – do some pre-call planning on your prospect so that you are in a better and more informed position to help them. Even 15 minutes is enough to learn enough about them and their organization. You will obviously need to do more for large and/or complex deals. This will reduce some of the anxiety.
TWO: Build in good questions – instead of yes/no questions, build in questions that encourage a response from your prospect. Questions such as, “How is this resonating with you, or am I barking up the wrong tree?,” removes the pressure of selling and allows your prospect to engage.
THREE: Follow a plan – if you’re trying to wing it when you’re talking to your prospect this can create anxiety. This is where prospects can get confused, raise objections, and fail to grasp how you can help them. Following a sales process (I like checklists) keeps you on track and helps you guide your prospect.
Some sales anxiety is normal, but there’s no need to make it worse 🙂
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