How to overcome sales anxiety - Jason Cooper
How to overcome sales anxiety
Sales anxiety is a common challenge for many sales representatives who have to meet targets, since no sales closing, equals no income or earnings. Aside from that, some other subtle things can bring about sales anxiety. For instance, picking up the phone to call a client can be scary to some, if not terrifying. However, why should there be so much anxiety connected with closing sales? This is a topic for another day. To deal with sales anxiety, here are three top practical steps to take.
1. Find out the root cause
The first step to overcoming your sales anxiety is to face it and deal with it. Find out why you are feeling anxious. Is it due to the fear of being rejected or the fear of not having a paycheck at the end of the week? Explore and deal with the real cause of the problem until it no longer has air to breathe. Before you know it, you will begin to have more prospects that are willing to engage in a conversation with you.
2. Plan, Plan, and Plan
If you fail to plan, then be ready to fail. Preparation is fundamentally crucial in developing conversations that will improve your deal flow. The best conversation types are arranged into parts so your prospective client can fully understand what you are presenting. Make a list of the likely questions you may be asked. You can have a series of questions that lead into one another.
- Be confident
One fundamental way to deal with sales anxiety is for you to be self-assured in yourself. Confidence does not come from anything, but it is a result of unswerving work and commitment. If you are willing to put in the time, you will develop infectious confidence that will get rid of sales anxiety and create a winner’s atmosphere. The process to feel more confident more of the time does take practice and the use of the right internal language that you use. I'll explore this in further detail in a later post.
Processes You May Want To Consider To Enable Your Confidence Shine Through
a) Close your eyes, take a deep breath in and sit upright with a straight back, head up and shoulders back. Research has shown that controlled physiology in an upright posture, whether sitting or standing, can help to increase blood flow to the brain. Using this process, in turn, can give you more confidence when speaking to a client. Try it for yourself and see the difference.
b) Think about the outcome(s) of your sales calls going well and rehearse them in your mind as if you have the results you desire. For the desired effect this will take a bit of practice, and I suggest you find a quiet place to mentally practice this with your eyes closed, as this will increase the visualisation process.
If you are feeling a little anxious before a call or sales call, follow these breathing exercises that I like to do.
Find a straight-backed chair or stand in a position similar to option (A) and breathe in for 4 seconds. Hold for 4 seconds and then breathe out for 4 seconds. Repeat this process for at least four times. You will notice that you will start to feel more relaxed immediately and ready to make sales calls or engage in a sales meeting.
By following the steps mentioned above, you will undoubtedly overcome your sales anxiety and become a sales superstar in no time. Which other methods do you apply to overcome sales anxiety? We will be glad to hear from you through the comment box below.
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