The biggest challenge for people working in inside sales? It's what I call the inside sales distraction trap.
It's the screen facing almost every inside salesperson. Usually, there's a browser open with plenty of open tabs.
And you "need" all of them: your email inbox, your sales CRM, your web conferencing tool, Twitter, LinkedIn, Facebook, the websites of prospects, a good article on objection management (and let's not forget Quora ;)).
So while you're having sales calls and doing online demos, you have a massive distraction right in front of your eyes. Constantly calling for your attention, creating a hard-to-resist temptation to go off track—kind of like the Sirens calling Odysseus.I've observed this playing out over and over again so many times, both with myself and with others:
Don't multitask during a sales call. Give the prospect your full, undivided attention.
A lot of people know that being distracted limits their performance, yet they keep doing it.
But you really need to fight that urge.
Don't find a less painful way of living with the problem. Don't get better at enduring the pain. Instead, resolve the problem!
Is the conversation going on for too long? Take control, and shorten it. Direct your prospect to stay on track so that both of you make the most effective use of your time.
How did Odysseus resist the Sirens? He knew he wouldn't be able to resist, so he ordered his men to stuff their ears with wax and tie him to a mast. He was realistic—he knew his own limitations and tendencies.You don't have a mast in your office, so here are some alternatives:
The benefits of being 100% focus on a call? You'll be sharper, you'll be able to catch all the little clues, read between the lines, and have a better sense of timing. You'll be fully engaged and on top of your game. You'll feel better and be more successful. Enough said :).
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