Sales Nerves

Do you literally break into a sweat when placed on hold for that CEO you've just called? 

Does the thought of his rich tone coming on the line send a shiver down your spine?

"What if he asks me something I don't know?"

"What if I sounds like an idiot?"

"What if I get tongue-tied trying to impress him?"

These though-processes have probably crossed the mind of everyone who started off in sales. 

It's normal. 

- You feel inferior to someone so senior.

- You've been conditioned to think of that CEO as better than you.

- Since birth you've been told to respect people in authority. 

It's the reason so many salespeople hide behind email. 

If you can relate to this I have one piece of advice -

Use this phrase as your lead in, following your opener...

"...now I really don't know if this is even relevant to you, but..."

What does this do?

- You've told them it's OK if you're not a fit

- This takes away all the sales pressure as you've already given them an 'out'

- You no longer feel like you're selling - this will help you to relax

- The prospect doesn't feel like they're being sold to - so they will immediately feel more comfortable 

Barriers will begin to fall & voila! 

A human conversation will follow. 

#sales #selling #conversation