If you are prospecting consistently, you are sure to happen upon someone who is negative and not particularly happy that you called. This happened to me last week. The prospect is a key player in her organization. I’m certain she’s bright or she wouldn’t hold the position.
As a salesperson, you have choices to make when you encounter a “negative” prospect.
Choice #1: Allow their negativity to shake your confidence and create doubt about you, your product or service and its viability in the marketplace and go down the treacherous self-doubt spiral.
Choice #2: Allow their negativity to push your negativity button and react defensively or negatively. Do not recommend this choice. Especially if you go on a mental diatribe of making the prospect wrong. They are not wrong. Do not fall into this trap — because you will carry this mentally and emotionally with you. The prospect is back to their day and you are anything but a faint memory.
Choice #3: Give the prospect the freedom to react or respond however they choose. Often times they are habitually reacting and are not even conscious. They are trapped in a reactive habitual pattern. You want your freedom — give the prospect their freedom.
Choice #4: Accept the situation with detachment and do a quick “lessons” learned. If you are conscious, there is always a lesson learned.
Choice #5: Let it go! Let the emotional balloon full of negativity go so you can move on. You can choose not to identify with the negativity.
In my particular situation, it was obvious the prospect was distracted. She also had an accent and in order to communicate with her, I slowed down and spoke with definitive enunciation (maybe too much). I’ll never know for sure, next time, I will be more aware of my tone.
For help in any aspect of Sales Call Reluctance and Profitable Prospecting, call Connie at 602-380-5431, email her at connie@exceptionalsales.com. Connie will help you develop your emotional skills around prospecting.
Specializing in helping salespeople get their “ask” in gear!