Thursday, 18 January
Today's Topic
That Tense Moment with a Prospect

Skill + Do

Don’t kill yourself for not coming up with the perfect line when customers back you into a corner. Manage your emotions and present yourself calmly – that’s the win you’re looking for.

Business can be emotional; it can get hot…especially in sales!

There are going to be situations and moments when you sweat. That’s a good thing. It means you care and are invested!

In those instances when a customer pushes you flush against the wall, you probably won’t be able to come up with the killer line that will be so obvious to you later on. That’s ok. You’re human.

Instead of worrying about creating a cache of lines you can use in situations that hit you like bricks, focus instead on how you handle yourself…your reactions.

Rule Number One: Don’t let them see you sweat. Take an extra breath and maintain your composure. Some buyers intentionally want to get you into a frenzied state because it gives them leverage to transact later. Stay focused on you and how you respond. Go slowly.

You are a smart, capable, confident, affable, and selfless professional….yes, you are a professional. Act like one.

Whether or not these rare situations with customers occur with others in the room, you’ll want your behavior to pass muster with the only person who matters: you.

Be honest, respectful, and calm. What else can you do?

Tomorrow - June 25

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Today - June 24

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"The older I get, the less I listen to what people say and the more I look at what they do." Andrew Carnegie

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