Today’s “hustle economy” is stressing everyone out. Stress is terrible for your health, the American Psychological Association states “The consistent and ongoing increase in heart rate, and the elevated levels of stress hormones and of blood pressure, can take a toll on the body. This long-term ongoing stress can increase the risk for hypertension, heart attack, or stroke.” While some stress is normal, much of this stress is unnecessary. In sales, you might find that developing a sales system can reduce the pressure and stress you are feeling by increasing productivity.
In the sales world, you perform your position as your “role self”. When they get rejected, many salespeople take the rejection personally. With how prevalent rejection is in sales, this is a big deal. Because of this, it is important to make a distinction between your role self and your who you really are. Salespeople who can make this distinction are able to stress less when something goes wrong, this makes them more effective and can result in an increase in sales.
A sales system can help you tailor your calls when prospecting. The main focus of your initial call should be to build rapport and find out if your client has any interest in your product or service. In the event they do, you should then set up an appointment to talk to them. By not focusing on selling immediately and instead scheduling an appointment you will be taking stress away from both parties. Because the client knows the appointment will be a sales pitch they won’t be taken off-guard and won’t feel the need to use defensive measures like delaying tactics. You will also know what parts of your product interests your client allowing you to know what parts of the sales pitch to focus on to be most effective.
For this to work, it is important to be upfront and direct about what you are trying to achieve from the start. Make sure the client knows you are just trying to discover their level of interest in what you are selling and, if they are interested, set up a later time to talk. By doing this, the prospect will appreciate that you respect their schedule and are not making a premature sales pitch. By using this system you will find it lightens your stress, increasing your health, productivity, and by extension your sales.
