This week's question from my portal “The Neagle Code: Directions for Life” comes from someone who wishes to remain anonymous.
How do I prepare myself mentally and emotionally before a sales call? I notice that immediately before I get into a call, I get nervous. There’s a fear, doubt, or worry that comes into play. I have no idea what the person will say.
Also, I don’t want to be attached to the outcome. I give them service, I listen to what they say, and I don’t have any expectation of them saying “yes.” In fact, I assume they’ll say no, or that they’ll think about it. And that’s the result I get, because I'm afraid of getting attached.
I know we’re not supposed to be attached to the outcome, and we’re supposed to “command the result.” How do you NOT attach to the sale? How should I go into a sales call to prepare?
It’s a simple little switch. You think to yourself, “I don’t need this—I want this.”
Needing something will get you attached. Need comes from fear and scarcity.
Tell yourself, “I don’t need the sale. I want the sale.”
Note: A want or a wish is different from desire. It’s okay to want things. It’s okay to desire something, as long as you’re not coming from fear. Everything depends on why you want something.
In order to mentally and emotionally prepare for sales calls, you can do things to put yourself in a good energetic state.
Do something to get out of your head, be in the moment, and to release all those feelings of doubt or fear.
Listen to music. Dance, or do something physical.
If you want to review any information the client submitted beforehand, or go through the questions you’ll ask them, you can do that too. You want to keep everything simple and not make it too complicated.
Getting ready from an “information” standpoint is one thing, but getting emotionally ready is something else.
I used to use music all the time. When I did sales calls, I would crank it up. Before a call, I would take three deep breaths, and get centered.
Remind yourself that you’re a professional, and you’re about to help someone change their life. Just center yourself, and use the music to get into a good space.
Do this over and over again with every call.
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