No matter how good of a salesperson you may be, there are times when sales calls just don’t go well. You can probably remember calls that led to a challenging closed deal—or no deal at all. Even if you’re normally good at controlling your emotions, a bad phone call can ruin your mood and perhaps, the rest of your day.
A few common challenges that tend to ruin a call are:
- A bad connection that frustrates both people on the call.
- A grumpy or angry prospect on the other line.
- The salesperson is having a bad day, and he or she lets it affect the call.
If you have a bad call, don’t stew in it all day. Recover as soon as possible so that you can get back on the phone and continue to do well at your job. Here are some tips on how to bounce back after a bad call.
Take a Break
Before doing anything else, give yourself a chance to get some space from a bad call. Getting a new call right after a bad one will more than likely result in another bad call. So, take some time to just relax. Find a place where you can get some fresh air and clear your mind.
Give yourself a few minutes to regain your focus and calm your nerves. If you want to make it a productive break, go to the bathroom or grab a snack. Catch up with friends on social media who can help improve your mood, or watch a funny video.
Once you’ve rediscovered your happy place, it’s important not to let the bad feelings stew or to give yourself an excuse to procrastinate work. Return to your desk, and get on another call as soon as the negative feelings have passed!
Ask Yourself Why the Call Turned Bad
Recalling a bad experience is not the best way to recharge after that specific bad experience, but the bad call may have been your mistake instead of the customer’s. Learning from your mistake can be a good lesson so that you’ll be able to avoid it on future calls.
Try to recall if you actually made a mistake by answering the following questions:
- Was your performance poor?
- Were you not focused?
- Were you unprepared?
Focusing on the mistakes you might have made and learning from them, can be a good way to prevent yourself from focusing on the actual bad call experience.
If you truly believe you did nothing wrong, try to think of other reasons why the call may have gone wrong, like if the person on the other end of the line was in a bad mood. It can still become a learning situation when you ask yourself:
- What could you have said in a better way?
- How can you deal with the same situation next time it happens?
- How can you control bad feelings and emotions to avoid affecting the conversation?
Reflect, Focus, and Prepare for Your Next Call
Reflecting on your last call gives you the chance to find your focus and fix your mistakes. In turn, this helps prepare you for your next call. If you’ve made a mistake, prove to yourself that your bad experience wasn’t for nothing and that it taught you a valuable lesson.
Though recalling a bad situation can be a good lesson, dwelling on it too long can be detrimental to a salesperson’s productivity. Focus on the future, not on the past. Practice with coworkers if you need some encouragement before picking up the phone again.
Just get back up on that horse because the show must go on. Bad things happen in every industry, and professionals don’t let it affect their performance for too long! Bounce back by using these tips, and get ready for your next opportunity to close a deal.
In part 2 of this article we will discuss the importance of a follow-up call.