This past weekend, a certain sports team challenged me to be optimistic.
You guessed it: The Patriots.
While I’m not a fervent football fan by any means, I grew up in the New England area and have an avid sports fanatic of a father. After many years questioning what this or that meant, I’ve finally reached a point where I not only understand the rules of the game (well, most of them), but where I also can get worked up and over-excited by certain plays.
You know the plays I’m talking about. This Superbowl, there were plenty: interceptions on both teams, crazy catches that seem more luck than skill, and insane rushes that are simply unbelievable. This year, I wasn’t scrolling through my iPhone throughout the game (I wasn’t even tweeting), I was paying attention. And that cost me some energy.
The Patriots forced me to be optimistic. They always do, waiting until the last second to make the game-winning play. In the end, I was rewarded for being optimistic, for saying “They’ll pull through” amongst a party of surprisingly many Seahawks fans. In the end, I felt what most Pats fans feel when the game is over: pride for their team.
That kind of determination on the field translates to determination on the phones. B2B sales development reps and managers, if you want to feel proud for your team’s accomplishments at the end of the quarter, stay optimistic and keep cold calling. Like the Patriots, keep your eye on the goal and never waver. Here are a few tips to remain optimistic and see your team through even the toughest of hurdles.
1. Smile.
I don’t think we saw Bill Belichick do this until the very end, but the act of smiling can actually make you feel happier and on the phone, your client or prospect will notice. Studies show that smiling also reduces stress, proving both physiological and psychological benefits. Next time you’re about to get pessimistic, force yourself to smile, even if it looks like this.
2. Vary your speaking cadences.
You don’t want to get bored, and you don’t want to sound bored when cold calling. Work on keeping the cadences of your sentences bouncy and buoyant; you will sound more inviting on the phone. Ask yourself questions such as, “Do I sound tired or lackadaisical when I’m having my conversations? Do I need to stand up so I sound like I have more energy during a conversation?” You need to sell your product or service, but you also need to sell your voice, and yourself, to prospects.
3. Celebrate your successes.
So it’s your first touchdown, and the other team is still up. Who cares?! Celebrate! Did you just close your first deal? Did you finally reach the right decision-maker? Reward yourself with a fancy lunch or a fun concert. This will teach you to focus more on your successes than your failures.
4. Give up control.
Every great football player knows to roll with the punches; that’s why Tom Brady is always so calm. Keep in mind that some prospects hear from countless salespeople every day. Instead of focusing on one bad case, move on, always thinking about the future, the next time you make a call. According to our own Director of Client Operations Craig Ferrara, “it is our choice to overcomplicate things.” Instead of dwelling on one complication, move on, trying to control only what you can control, and roll with the situations you can’t.
5. Make goals for yourself every day.
Football is all about making goals: ten more yards, six more points, just keep moving. Sales development reps can move along in their day like a football player moves along on the field. Keep a to-do list and relish being able to cross off the items. Actually complete these goals. This will cultivate a sense of achievement, even if not all goals are as big as closing a deal.
6. Remember your successes.
The Patriots have a legacy of great plays and teams to look back on if they ever need reminding. You can be your own legacy, too. Keep notes on what went best during the day, and consult it at the beginning of each week to motivate yourself. Doing so will cause you to think about the best parts of the week instead of the worst parts, reinforcing optimism in sales into your daily routine.
7. Spread good cheer.
When you’re on a team, you need to have each other’s backs, knowing when to celebrate all together and when to offer a helping hand. If you see someone who may be frustrated, make their day; it will make you and your co-worker feel better. CEO Paul Alves does this at AG Salesworks every day, creating, maintaining and spreading optimism within an environment where “individuals believe passionately in the vision of their and their company’s success.”
If you’re proud of your team like I’m proud of the Patriots, you’ll do everything you can to stay optimistic and see them reach their goals. What other techniques do you recommend sales development teams use to stay optimistic?
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