Sales Anxiety

January 24th, 2011

In a recent training session we were discussing ‘self confidence’ and a client spoke up with this statement.  “Anxiety is for people who aren’t prepared.”  He mentioned this statement came from Peyton Manning and as soon as I heard this several things registered with me.

Think back to a recent sales call.  Where you anxious?  If so why was that? I read a few online articles and most of them discussed how anxiety is a natural human feeling no matter what the situation. They go on to say the key to limiting the level of anxiety you are feeling is being prepared.  Earth shattering info huh?

If you look at the sales process from start to finish are you truly prepared for each step? Do you have the right mindset going in? Have you identified what your ideal and minimal acceptable outcomes? Have you armed yourself with the questions that will keep you out of vendor role and move you into adviser status?  Do you have a plan on how to build credibility with this prospect?

I am not a creative person and believe in the “basics.” On your next call make sure you have the basics down and you are completely prepared.  You can and will still have some anxiety which is perfectly natural but it won’t be to the level that it hinders you and causes you to always be questioning yourself during and after the call.

Aaron Prickel

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Lushin training is fantastic becuase it is so well rounded. It covers every aspect of the sales process from before you pick up the phone to after you’ve cashed the check.

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