If you’re part of an inside sales team, this scenario is probably familiar to you:
You have a bad sales call; the person on the other end of the line is rude and uses you as an emotional punching bag. You hang up—and immediately vent your frustration: “Wow, I can’t believe this guy! Such an asshole!”
Another sales rep turns around and inquires: “What happened?” (The person asking that question is most often the person who is not performing well that day either. When you’re on a roll, you’re focused in order to stay in the game.)
Now you’ve basically got an invitation to keep venting, and that’s exactly what you’ll do: “You know what this guy said? He said bla bla bla! Can you believe this?! So I told him bla bla bla, and then he bla bla bla! Total asshole!”
Other sales rep: “Yeah man, I had a call like this last week, screw these assholes, bla bla bla.”
Now the next sales rep joins the conversation, and soon you’ve transformed a bunch of sales champs into a congregation of complainers. The whole room is filled with negative energy.
And for what?
Just because your feelings were hurt when a sales call went bad. Congratulations, you’ve successfully brought down your entire team.
What’s a better way to recover from shitty sales calls and bounce back?
First of all, step away from the desk. Get up from your chair, and get out of the room.
Get some distance from what just happened, so you can have perspective.
When you return to your desk, do something that’s fun. Just take a minute or two and listen to your favorite song, or read some motivational quotes, do something that lifts up your spirits and puts you into a positive emotional state.
And then get back into the ring. Pick up the phone and dial another number. Close the next deal. Focus on the work in front of you.
There is a time and place to talk about bad feelings. Don’t keep it all inside. You absolutely should have an outlet for the stress bad sales calls causes.
But do it in the right setting and at the right time. Have a framework for expressing emotions that leads to a productive outcome, rather than a destructive one.
It’s best to have a designated time and place, rather than just impulsively letting it out:
By creating a structure for this, you avoid carrying the negativity over into other sales calls (or even worse, your personal life).
These questions direct your thoughts and feelings into a positive and productive direction:
Come up with your own questions too, this isn't a complete list, it's just a starting point.
Remember that those jerks are the reason you even have a job.
If everybody would be easy, there would be no reason for companies to pay salespeople to bring them business.
If you can turn an asshole into a friend, if you can turn no into a yes, if you can turn rejection into affection—that’s when you’re great at sales!
Next time when you have a shitty sales call … don’t do the easy thing and use it as a reason to bring the entire team down. Instead, do the hard thing and turn it into an opportunity to become a better (sales) person.
And if you need emotional fuel to sell like a champ every day ...
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