I have a miniature stuffed Gudetama, a Japanese cartoon character that looks like a sunny-side up egg. Its name is Benedict and it sits on my desk, ready at a moment’s notice for me to clutch and ease my sales induced anxiety.
When it comes time to take notes or when I feel confident enough during a sales call, I let go of Benedict and smoothly carry on my conversation. Whether one squeezes a stress ball or listens to a mood boosting music playlist, having an object or practice to ease tension and increase energy is a great way to ramp up confidence as a sales development representative.
DISCOVERING WHAT BENEFITS YOU
According to a study by ValueSelling Associates, Inc., fear is one of the biggest obstacles to business-to-business (B2B) outbound sales prospecting. More than half of sales representatives (53%) give up too easily when cold calling for sales and 48% are afraid to pick up the phone and make the call.
Finding an “egg”-cellent confidence boosting tool to help with cold calling in sales is not easy, but it can be worth it when you find the one that works for you. Everyone’s style is different, and you should explore the best ways that help you ease up and stay motivated during the sales process steps. To start, identify when you are lacking confidence in the sales process steps: before, during, or after the call.
Staring into the void and procrastinating before a call is a key indicator of lacking the confidence needed to initiate the sales process. If you experience this, try stretching, meditating, or going on a walk to release pent-up energy before dialing in. Understand that the fear of possible rejection is completely normal.
Freezing up at a simple question during a call may seem like a horrifying equivalent to forgetting the words to the national anthem in front of a crowd of thousands. You could also feel hesitant during the call and feel troubled about coming up with the next thing to say. An ideal way to use confidence boosting objects during calls is to keep something close by to fidget with, like a stress ball or a small jar of therapy dough, to use whenever you’re feeling anxious.
Maintaining a relationship with the prospect after the initial call is essential, so it’s important to take detailed notes during the call. These notes will come in handy after the call when it’s time to better prepare for a follow up conversation to discuss how to meet the prospect’s needs. Additionally, having a cup of tea, especially a soothing variety like chamomile, post-selling can aid with de-stressing as well as act as a practice that signifies the end of the day.
OVERCOMING THE FEAR OF CHANGE
It’s easy to egg yourself on for not overcoming the fear of change instantly. But expecting to quickly relinquish all perfectionism urges and begin each morning with a 10 mile run and 45 self affirmations is an unrealistic view on what adopting new sales techniques and tips entails. But knowing that change is not an all-or-nothing process is essential to making the transition from using no aids to embracing newfound confidence boosting tactics.
Beginning with items, strategies, or techniques that are already familiar is an easier way to transition to using confidence boosting tools. As a sales development representative, forming responses to unexpected situations and rejections is learned at an early stage. Whatever ways you handle sales objections can easily be translated into aids for easing tension.
BUILDING CONFIDENCE ONE STEP AT A TIME
You may not even need a Security Benedict. You might only need some simple confidence boosting tools such as listening to your favorite playlist before the call, smiling while you’re talking during the call, or decompressing afterwards. All of these methods can help refine your sales techniques and tips.
Confidence boosting objects and practices exist to ramp up energy and calm nerves. Embracing these practices, and even “yolking” around about them, is the most positive way to use them for sales success. Take Benedict’s advice: it’s better to do what you can to be sunny-side up then to do nothing and scramble.