Pick up any book on selling and you’ll see sales strategy after sales strategy. You’ll read about prospecting, SPIN selling, closing, handling objections, qualifying, searching for their challenges to solve and how to use the telephone. There’s one important factor, however, that plays a huge role in your success as a freight sales agent that isn’t discussed much – and that’s your Emotions.
Consider these two scenarios:
Have you ever been on a roll? Perhaps you’ve made a sale early in the day. Excited and proud, you pick up the phone again. The next person you talk to says “Thank goodness you called. I have a shipment that requires moving NOW! Can you do this for me?”. The rest of your day continues the same way and you feel you’re unstoppable. Everything you touch just turns to gold. You’re assisting customers, solving their challenges, and earning commissions.
On the other hand, what about the days where nothing is working. Prospects slam the phone down on you. No one stays on the phone with you for more than two minutes. You don’t solve any challenges or make any sales.
There’s a huge difference between these two types of days, isn’t there?
For the first scenario, you’re incredibly motivated to make more calls. You’re excited. You have tons of energy. Your prospect, on the other end of the phone line, subconsciously notices and desires to keep talking to you. You have charisma, passion and rapport with them.
The second scenario may be the opposite. You don’t want to pick up the phone. Your prospects notice how low your energy is. Everything may seem to go downhill from there. You may end up being angry, frustrated, sad, and beating yourself up.
How Do You Handle Your Emotions Of The Second Scenario?
Here’s an insight from the Bible on the futility of anger.
“Everyone must be quick to hear, slow to speak, and slow to anger, for man’s anger does not accomplish God’s righteousness.” James 1:19
What’s the lesson from this verse? Angry words are dangerous to your emotional and spiritual health, not to mention your relationships. Treat anger and other negative emotions as uninvited guests, and usher it away as quickly – and as quietly – as possible.
As Barbara Johnson says “Life is too short to spend it being angry, bored, or dull.
Take your negative emotions and anger and channel them! Use them as motivation to go search for new prospects to replace the business you’ll eventually lose. Your customers won’t stay with you forever, which is why I’m always reminding you to continually search for new business.
Don’t let your anger get you down. Instead, go out and continually obtain three new daily contacts. Then your freight business will continually grow, and you’ll climb up the agent leaderboard, regardless of how you feel. Paradoxically, as you make your new prospecting calls, you’ll stop feeling sorry for yourself and get back to growing your freight business.