6 Things to Do Before Your Next Sales Call

I know how it feels to be anxious about the sales process because I used to have a serious reluctance to all things sales.

Sweaty palms, stomach in knots, shoulders and neck muscles so tense they’d ache.

But that wasn’t even the most painful part.?

My words would either spill out haphazardly or I’d freeze because I was so afraid to say the wrong thing.

I’ve made cold calls where I’d just sit there breathing into the phone like a stalker for a second before I hung up without saying a word.

Do you relate?

When you approach sales with anxious and uncomfortable energy, it makes everyone uncomfortable. And uncomfortable people don’t buy.

If you’re struggling with sales, the first thing you need to address is how YOU feel about it.

In my last newsletter, I shared how to change up your body language so that you feel more confident during a sales call.?

Today, I’m sharing 6 things you can do before your call to help yourself feel more confident.?

Get grounded.

Whether you do anything else, don’t skip this step. Make sure you give yourself enough time before your sales call or sales meeting to get grounded. Take care of your physical and mental health—eat a healthy meal, get some exercise, meditate and practice some conscious breathing, or write a positive affirmation.?

You don’t have to spend much time doing tons of rituals, just choose one or two quick things that you know will get some good endorphins pumping into your body and remind you of your limitless potential.

Write a list of accomplishments.

If you can accomplish this—you can accomplish more. Spend a few minutes writing a list of all the accomplishments you’re most proud of. It doesn’t have to be things related to work, either. Remember how you felt when you ran that 5K? Or how proud you feel of the family you’ve built? Lean into that feeling of victory and bring that energy into your call.?

Practice your pitch.?

Do you get hung up when it’s time to talk about numbers? Most of us get a little uncomfortable when it’s time to name our price. I suggest practicing saying it a lot in the days leading up to an important call. And if it’s the money that makes you uncomfortable, practice taking that out of the equation. (Replace the dollars with something that’s less intimidating… “That will be 10,000 monkeys. It starts at 10,000 bananas. 10,000 Dalmations!”?

Use your imagination and make it fun. Then, when it’s time to name your price, you’ll be ready.

Put your outline where you can see it.?

When we get nervous, we often lose track of where we are in a conversation. If you know you tend to ramble or get sidetracked having a loose outline of your points and how you want the flow of your sales call to go can be a big help.?

I recommend taping that outline to the side of your computer screen if you’re doing the call via Zoom or keep it handy at the bottom of your paper stack if you’re sitting across a table from someone.?

You may not need it, but knowing you’ll have it there just in case can set your mind at ease and help you be more present during the meeting.

Call a friend for a pep talk.?

This is not the time to call that friend who likes to call you out on your shit. Think of a positive person whom you know wants to see you succeed and give them a call. For some people, this is a trusted coach, best friend, or even their mom! (I love to take this call for my clients before they have an important sales call!)?

Hearing how much someone else believes in you can help you believe in yourself more.

Get happy.

Remember, your energy is contagious so be sure you’re putting out vibes you want your counterpart to pick up.

Do something for yourself that will make you feel good and elevate your mood. Eat chocolate, drink peppermint tea, or diffuse a citrus or minty scent into the air. Read an uplifting article. Watch your favorite 90s sitcom for a good laugh. Dance.??

You want to feel aware, tuned in, and happy when you sit down to talk about your offer.

Do you do anything to prepare for important calls?

??Be sure to comment below and let me know in the comments! ??