You thought you were on the right track with your lead prospecting call. Then everything went haywire. Maybe your prospect yelled at you, riddled you with questions you couldn’t answer or even cursed at you and called you names. Ouch.
How do you recover from a nasty experience like that? These suggestions may help.
Keep It to Yourself – For Now
Your first instinct may be to decompress by complaining to a friend or a colleague, but it’s best to resist this urge. Chances are that the more you talk about what happened, the angrier you’ll get. Before long, the incident will seem even worse than it actually was. If you must share what happened with someone else, give yourself a little time to put things into perspective first.
Take a Short Break
Grab a soda or a cup of coffee, take a short walk around the office or close your eyes and practice a calming technique like progressive muscle relaxation. Even taking a few deep breaths and counting to ten can help ease the tension.
Analyze the Sales Call that Went Bad
Once you’ve taken a short, relaxing break, think back over the lead prospecting call that went wrong. Be honest with yourself about any part you may have played in the outcome. Perhaps you were unprepared when you made the call, for instance, or maybe you pushed too hard to make the sale. Don’t use this knowledge to beat up on yourself for making a mistake. Instead, use it to improve the outcome of future calls.
Get Back on the Horse
Set a goal to make another sales call within 10 to 15 minutes of the call that ended badly. The longer you wait to make the next call, the harder it may be to force yourself to start cold calling again.
Even the most talented sales person has a difficult call from time to time. When it happens to you, learn what you can from the experience. Then, don’t obsess about it. Put it out of your mind and focus on improving the outcome of future calls.