“Uhh..um..uh..”-I started stuttering.
“Take me off your list!”-Prospect on the phone.
I could feel my anxiety kick in as my hand trembled holding the receiver.
The prospect hung up.
My peers started laughing.
My face turned bright red.
I was about 5 months into my first year of B2B sales.
I struggled the first two months.
Month 3 and 4 though, I was #1.
I was getting better on the phones and I was CONFIDENT.
In fact, TOO confident.
I started skipping basic sales fundamentals.
And then the prospect on the phone simply threw me an objection that I had never heard before.
He just said “I’m good.”
My brain froze and my 6-year old speech impediment erupted to the surface.
I got shut down hard.
Frankly, I deserved it.
And I needed it.
I was getting too big for my britches.
And I started acting the part – treating others like I was better than them.
And even if I was, there is no room for arrogance in sales.
That was just poor judgment and leadership.
I learned though…
EGO is the enemy.
And never lose sight of the fundamentals.
Blocking and tackling is still blocking and tackling.
Do you agree?
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