Google+

Relax

Relax

By Dan Caramanico

 

Have you ever over-prepared for a sales call? When you do you tend to over-think everything. You go into the call worrying about what you will say. You worry about what the prospects will say and how you will react. You start to choreograph the call by thinking “I’ll say this then he’ll say that. Then I will come back with …”. The problem is that you do your part but the prospect does not have a script. So, pretty soon you are “off script” and you are lost. Your plan for the call goes awry and you end up not making the impression you were hoping for.

This is a terrible mindset to take with you on a sales call. You are internally focused and not focused enough on what the prospect is saying. You will miss the cues the prospect gives you and you will fail to get to the prospect’s compelling reason to buy. So, the solution is to relax on the call and have a conversation with the prospect about what issues and problems they have which you can address. Don’t worry about anything else. Let me address a couple of the things salespeople tend to obsess about on sales calls that prevent them from relaxing.

SALES TECHNIQUES – I teach them but they are overrated by most salespeople. The fact is you should not worry or even think about techniques on the call.  If you have internalized the technique it will be there when you need it without you having to consciously think about it. If you don’t have it internalized yet, concentrating on it will not make it be there when you need it and you will most likely miss other important stuff while you are concentrating on looking for a place to use the technique.

PRODUCT KNOWLEDGE – Salespeople who worry about this are definitely focused on the wrong part of the problem. If you are worried about how much you know, then chances are you are looking for a place to tell the prospect what you know to either impress them or to convince them you have the best product or service. That is not why you are there, at least not on the first call. You are there to determine whether they have a problem that you can fix, and whether they have enough of a compelling reason to address the problem at this time and enough money to hire you to address it. You do not need a lot of product knowledge to do that. Anyone with at least a few weeks on the job should know what problems they are looking for. If they have a big enough problem with enough motivation and money to move forward, then you can bring an expert back to explain how you can do all of that. So, there is no need to worry about product knowledge.

The moral of this story is RELAX! Worrying and obsessing on sales calls is counterproductive. Simplify your life. Learn what problem you are looking for. Then go have conversations with some nice people who may have those problems. This approach will be much more fun, and, as a bonus, your sales will increase dramatically.

 

 

To get more sales tips click here to sign up for the free OPTMAL SELLING™ weekly video sales tip.

 

Dan Caramanico is a salesforce development expert and he is the author of Attributes of The Optimal Salesperson® One of Selling power’s top ten books for 2010 and Optimal Selling, Sales Conversations of the Optimal Salesperson.

Entertainment

Ben Affleck Directs and Stars in Gruesome Gangster Saga

    Live by Night Blu-ray Review by Kam Williams Ben Affleck Directs and Stars in Gruesome Gangster Saga    Dennis Lehane has enjoyed phenomenal success not only as a novelist but writing directly for TV (Boardwalk Empire and The Wire). And several of his crime thrillers have been brought to the big screen, including Mystic River, Shutter Island and Gone, Baby, Gone. In 2007, Ben Affleck directed Gone, Baby, Gone, staying behind … [Read More its Good for You.....]

Books

The President’s Kitchen Cabinet

  The President's Kitchen Cabinet The Story of the African-Americans Who Have Fed Our First Families, from the Washingtons to the Obamas by Adrian Miller University of North Carolina Press Hardcover, $30.00 292 pages, Illustrated ISBN: 978-1-4696-3253-7 Book Review by Kam Williams “[This opus] vividly tells the stories of the African-Americans who worked in the presidential food service as chefs, personal cooks, butlers, stewards … [Read More its Good for You...]

Art

The Day After the Day Of

  The Day After the Day Of by Paul Ilechko   The sky sheds its tears. This morning is the morning of the day after. The day of mourning, the day after the day of.  I beseech the sky to shed tears in order to wash away the tears on my face.   This is the first day of the time after. This is the beginning of a new time, the days of pain, the days of sorrow. We are in mourning. The sky looks down and sheds its tears for … [Read More its Good For You...]

Real Estate

History Being Sold to the Highest Bidder

  History Being Sold to the Highest Bidder by Amy Lignor   For the longest time, scientists and archaeologists have been confused and bemused by various discoveries they’ve unearthed that offer little or no explanation as to the who, what, and why of the people who created these things or left them behind. Even now, in 2017, there are discoveries being studied; stories that were once legends now have actual bits of proof being found that … [Read More its Good for You.....]

Lifestyle

2017 Hobbies That Bring You Serenity

  2017 Hobbies That Bring You Serenity by Amy Lignor   Origami. Memory albums. Quilting. What do these have in common? Well, at one point or another in time, they have represented the “hottest” hobbies in the United States. Taking up hobbies are not only a fun thing to do for the “artistic/creative” type, but they also help to reduce stress. Even the AMA has cited the fact that taking up a hobby can produce a calming environment … [Read More its Good for You...]

Outdoors

Skeeter SX210

  Skeeter SX210 By Craig Lamb After buying a bay boat, why spend more time and money getting it rigged out for your needs? With the Skeeter SX210, you get a boat already factory rigged with the standard accessories and features serious anglers want in a bay boat. Best of all, you get the extras, dependability, and durability that make it a Skeeter for an affordable price. Affordable doesn’t mean any corners were cut. That’s not the … [Read More its Good for You...]

Sports

Will NASCAR Theatrics Bring Back Viewers?

  Will NASCAR Theatrics Bring Back Viewers? by Amy Lignor   For any of the millions who once watched ABC’s Wide World of Sports and heard the words “the thrill of victory and the agony of defeat,” they remember the footage of a skier’s crash when it came to the “agony” side of things. Everyone knew that sight was a fact – a video that was absolutely real. Nowadays, however, it seems that more and more sports are “making up” shots that … [Read More its Good for You...]

Business

How Are Retail Sales in 2017?

  How Are Retail Sales in 2017? E-Commerce Reigns by Amy Lignor   Despite consumer uncertainty, as well as a very sluggish beginning to 2017, the U.S. retail sales industry is projected to increase 4% this year. Headlines show that many retailers and companies posted “soft” holiday sales to end 2016, which caused some notable retailers to either cut jobs or close stores as a result. However, when it comes to 2017, the National … [Read More its Good for You...]

Travel

Where to Vacation? Go Big or Stay Home!

  Where to Vacation? Go Big or Stay Home! by Amy Lignor   We speak about luxury vacations, budget vacations, vacations that are fun for the kids, and many more areas of travel at this time of year. But there is also a category that many do not touch upon because they “assume” it is far too difficult for those on a budget to be able to enjoy these jaw-dropping wonders. However, whether you are a backpacker looking to “become a … [Read More its Good for You...]

Green Living

Creating the Perfect Vegetable Garden

  Creating the Perfect Vegetable Garden by Amy Lignor   Many are still dealing with that wintery mix Mother Nature just loves to toss down from the sky this time of year. Yet, that gardener living inside the soul – the one just dreaming of the sunny skies and lazy rainy days that are must-haves in order to grow the best vegetables possible – is already jotting down the facts, tricks and tips they need to know in order to make that … [Read More its Good for You...]