How to Avoid Sales Stress
Sales = stress? This is the most common challenge faced by sales person.
I have been in the sales for the past four years and I learnt selling through the hard way. Cold calling and got rejected. Never give up, don’t want to give me appointment, I walk in. I used to call it force appointment. Of course, most of the time, I was rejected.
- Over the years, through formal sales training and reading, I realized that why many sales person are stress out is because they do not understand about the sales process. Stress will come in when you try to jump the process. For example, when there is a request for proposal, the common reaction would be to send the proposal straight away without considering the rapport and needs analysis process. Thus when you are asked for a presentation, you try to close the sales and high possibility you will be filled with lots of rejections. That creates the stress factor. To put it in a more simple analogy, you are trying to kiss a girl on your first date.
- I had an experience when I was meeting this prospect for the first time and immediately he asked me to present to the board of directors on our customer service centric development program. Though how good you could present, I still felt that we are jumping the process too fast. So, instead of presenting, I told her it’s better for me to understand more about your training needs before going for the presentation.
In short, sales process is like a production line process and it has to follow the sequence. Every sales has to go thorough the process and don’t be stress out when you are facing some quota deficient month. Just look back on your sales process.
