Stop Overreacting on Sales Calls

 Stop overreacting on your calls, #salespeople !!

Early in my SDR days, my manager reshaped my approach on calls.

Transitioning to an AE, I made a habit of analysing calls—mine and my peers'. I observed a pattern that the stellar AEs followed as compared to the others.

And when I started cautiously implementing it in my calls it changed the way my prospects were interacting with me.

👩🏻‍🏫 On sales calls we salespeople tend to overreact or react too quickly.

If you react too quickly, no matter your reasons for doing so, it makes the person you're speaking with feel as if you're not truly hearing them.

❌ You can say, "I get it" all you want, but the message is that you don't get it and you're trying to get them to stop talking. That's not a great way to build mutual comfort in a conversation.

When you react too quickly, it also makes people feel rushed.

🛑 If you constantly bob your head and say, "Yes, yes, yes I get it" they feel tremendous pressure to speak quickly and finish up what they're saying.

From their perspective, it is as if you're saying you're bored and already know the conclusion, so hurry it up already!

😣 So they'll rush, stumble over words likely though perhaps unconsciously, feel annoyed. You just end up creating a serious disincentive for them to freely express themselves and feel comfortable doing it.

Solution:

If you have a problem with reacting too quickly or overreacting, try the 2-second rule. Wait two seconds after the person is done talking before you say anything.

It makes it look as if you are processing and considering what they've just said. You can also try and ask a question after they are done.

Many a times we salespeople are running short of time so we don't want to ask questions.

But the game is about solving their problem with your solution not with your TED talk!

In summary, you don't want to overreact, nor do you want to react too quickly. Let me know what you think!