21 Oct How a bad mood can ruin a sales pitch
Sit up straight, smile and start again.
How many times have you picked up the phone today? How many times have you dialled a number then spent an entire phone call battling with the receptionist? And how many times have you finally gotten through to pitch your sale, only to hear a ‘no thanks’?
There’s been weeks where we’ve made 300 phone calls and not landed a single job on.
To say it’s discouraging would be an extreme understatement. Imagine applying for fifty jobs and being told you aren’t right for any of them. You’d never want to apply for a job again! It’s the exact same feeling when it comes to sales.
As each day goes on, our energy flattens. Thoughts begin to sneak into our heads, telling us we aren’t good enough for the job and our company isn’t succeeding. How do we come in the next day and pick up the phone again?
In our industry, these dull weeks are bound to happen. If we have a few busy weeks searching for candidates and setting up interviews, then we’ve spent less time on the phones with potential clients. This means we’ve got no jobs lined up for the next period of work. And sure enough, once the current jobs are closed, we have to go back to the drawing board. The phones are on, the hit-lists are up, and we’re scouring the market for positions to fill.
It’s the cycle our business follows. Quiet weeks lead to busy weeks, and busy weeks lead back to quiet weeks. That’s why we can never back down from our work, especially when the phone-calls become discouraging. If anything, we need to lift our game in these times. Every pitch needs to be just as strong as the last.
How do we do this?
How do we battle low morale to boost the success of our phone calls?
It all comes down to our mood.
When we look around the office during a bad week, everyone’s spirits are low and it’s reflected so clearly in our physical demeanour. We lean over the desk, our backs hunched. We hang our heads lower than usual, we yawn and we groan when a pitch flops. We all stay seated.
The follow-on effects of this are real. Not only to each other in the office, but also to the clients we chat to on the phone. It’s something as simple as posture, but is as important as the words we’re saying.
It mostly comes through in our voices. If we’re hunched over the desk, our tone is low and unwavering. All natural inflections are diminished. It makes us sound monotone and unappealing.
If we’re doubting ourselves, the receiver on the other end of the call can tell. There’s nothing compelling about our message and the conversation doesn’t flow. No one wants a product that even the salesperson doesn’t want. How unbelievable would that be?
In order to avoid scaring off potential clients with a bad attitude, we’ve got to turn that frown upside down.
It begins from the moment we step into the office. Everyone needs to be upbeat, treating each day like a totally new challenge with exciting opportunities. We walk through the door smiling and greet everyone immediately.
While we’re on the phone, positivity comes down to the way we hold ourselves. We start by sitting up straight (or even better, standing) and using gestures, even though the other person isn’t in the room to see it. This makes us more animated and our voice projected. Even though they can’t see us, they can hear our intonation – a big giveaway of attitude.
We want the room to be filled with excitement while we’re on the phone. At prime time, everyone is pacing back and forth – we almost need traffic lights in here! We forge personal connections with our recipients and always make sure to leave them on a good note (that last ditch effort at a ‘have a really great day!’ might be the difference between landing a sale and not).
The result of these simple touches? The phone call will flow like a natural, upbeat conversation with a friend. The passion will come through in the message. The recipient will be undoubtedly engaged.
It’s how we stand out in the field of sales pitches, and it’s also how we make sure every pitch has the same rate of success. Every time we pick up the phone, the recipient hasn’t seen the rejections we’ve seen prior to that call. All they can see is ours. Despite the discouragement we may be feeling, it’s necessary to curate a good attitude towards sales pitches and follow-through on it every single time.