Decrease your Anxiety from Making Sales

Decrease your Anxiety from Making Sales

Consumers hate the pressure of buying something and hearing the pressing neediness in a sales person’s voice as they desperately try to close a deal. Sales neediness comes from a place of stress and anxiety. When a sales person feels like every customer is a make-or-break moment, they’re going to act accordingly.

As a sales leader, you need to help your sales team avoid driving away customers with desperation by reducing sales stress. To reduce sales stress, you need to focus on all the proceedings that lead up to closing a deal.

Here are tips to reduce anxiety for you and your sales team:

 

Be Prepared

Do your homework. Have a plan for the call. Know why you are calling, know who you will be talking to, and know what you want to say to them. Be prepared to listen attentively to the prospect and uncover additional needs based on what the prospect is saying.

Keep Following Up

Don’t make the mistake of only focusing on the highest-potential, short-term sales leads because these are often more likely to buy now. As part of building a strong sales pipeline, you also need to nurture your long-term sales leads.

Every few months follow up with sales leads that had expressed an interest, or even the ones that initially said they were “not interested.” Situations change at every company, and even a “not interested” prospect can become interested as their business needs evolve. Keep up the daily, weekly and monthly routines. Following up with sales leads can reduce your sales anxiety by finding unforeseen opportunities.

Take It One Day At A Time

Work in searching for clients into your daily routine. Do a little bit of prospecting work every day you’re at your desk. You can’t make sales if you don’t search and call. The more you make calls the more you will have opportunities to make a sale.

Breaking up your searches into a daily routine will help reduce sales stress by lowering the stakes for every prospecting call.

Maintain A Full Calendar of New Business Development

If your sales team is busy managing existing accounts and closing deals with repeat customers, it can be hard to persuade them to spend more time on prospecting. But the truth is, unless your sales people are regularly meeting with new business prospects, they are vulnerable to suddenly having the rug swept out from under them when their “busy” times come to a stop.

Being a sales person is like being a juggler – you have to keep multiple balls in the air at the same time; keeping your existing clients happy while also introducing a steady amount of new business prospects into your daily mix of activities. By always maintaining a pipeline of new sales opportunities on the horizon, your sales team can stay busier, happier and more profitable.

How does this reduce your sales stress? If you know that you always have multiple opportunities on the horizon, you’ll be less likely to “overdo it” in pursuing any of your current prospects. It takes the pressure off to know that even if one promising prospect doesn’t pan out, you still have many other people waiting to hear from you.

Don’t Assume Too Much

Many sales people make the mistake of assuming that every so-called “qualified” sales lead is completely ready to buy. Unfortunately, different sales prospects have different standards of “ready to buy.” Some prospects might have indicated an interest in your solution just as a way of getting off the phone with whoever was making the lead generation calls. Other prospects might be interested in getting more information from you, but are not yet actively in the market for your solution.

Approach your list of “qualified” sales prospects with the expectation that you’re still going to have to do some work to build relationships, uncover customer needs, and align your solution with those specific needs. Managing your assumptions helps reduce your sales stress because it makes it easier to go with the flow.

If you go into a conversation expecting to have to build relationships, you’ll be better able to handle questions and objections along the way.

 

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