You’ve got the big call and you know you need it, which alone is stress, but making it worse is your boss told you how important the call is to both the company and your career.

This is a common occurrence.

The stress getting ready for a call can be immense, and in the end, it’s one of the big reasons a lot of salespeople leave the profession or struggle for years and wind up never being successful.

1. Reach out and call a current customer just before you have the sales call that is making you nervous.

The existing customer saw a reason why they bought from you, and they’ve appreciated the way you helped them. Your call to that customer will remind you of the quality service you provide.

2. Write down the 5 ways you know you can help the customer you’re about to call.

Having these written down will serve to remind you of your purpose for the call.

3. Always have with you hard copies of emails and letters you have received or your company has received from customers about the wonderful service you provide.

4. Print out and have in front of you 5 reasons you choose to do what you do.

These reasons may range from the ability to learn to the ability to provide an income for your family, but there are reasons why you’re doing what you’re doing.

5. View yourself as being incredibly successful.

To help you visualize this, think of 3 people who you respect immensely and ask yourself how they would handle the situation.

6. Know what you sell, your selling process and answers to the questions you might be asked so well that you don’t need a presentation.

Your objective is to have a conversation with the customer. It’s not a college lecture. (You can still have with you notes and a presentation, but use them as a backup. Simply knowing you could use them if needed is many times all the confidence you need to not have to use them.)

7. Be yourself and let your personality come through.

The more relaxed you are, the more you’ll be in a position to listen to the customer and ultimately connect with them.

8. Remember that the sun will still come up tomorrow.

Regardless of how important you may think the call is, it’s not going to create world peace, solve the world’s problems or cause the sun not to rise. Relax.  In the grand scheme of things, your call is not a big deal.

9. Make it your number one objective to earn the right, privilege, honor, and respect to talk with the customer again.

I believe very strongly in this, because in the end, regardless of what I’m selling, it’s my job to impact people positively to allow me to continue the relationship.

10. Finally — and it’s without a doubt the most important reason of all — believe in yourself, knowing you have the skills to not just be successful, but to be successful beyond your wildest imagination.

In the end the biggest tool that will either help or hurt you is your mind and what you allow it to tell you.

Sales is the greatest profession for one simple reason: It’s one of the few professions where you have the privilege to impact and influence so many different people.

As a salesperson, you communicate with far more people on a weekly and daily basis than most others. Second, the profession places no limits on the intellectual and economic growth you can achieve because of an unlimited array of opportunities.


Copyright 2016, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price.

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