Even if you’re not a huge fan of watching Olympic gymnastics at the Paris Games – it’s hard not to marvel at the athletes’ precision, focus, and mental strength.
Just like those gymnasts flipping and twirling through the air, we face our own mental gymnastics in every day inside sales life. Whether it’s tackling a daunting cold call or overcoming the intimidation of a challenging task, the same principles of preparation, courage, and small victories apply.
What can mental gymnastics do for you? Let’s race the clock and find out.
Tick, tick, tick.
It’s 3:35 p.m., and I’m staring at my last four cold call activities for the day. Just sitting here, doing nothing, pondering where to start. The four calls I need to make are:
- 2 for a huge company that feels overwhelming
- 1 to a person who intimidates me
- 1 to a company I don’t know much about
The path of least resistance? Research. That’s the one I’ll tackle first.
3:38 p.m.
I have a system for researching companies. When all else fails, I can follow my list and keep moving. Movement is necessary. Staring and doing nothing? Not so much.
Writing materials (ok it’s really the notepad on my computer) at the ready.
- Find an org chart using a trusted resource.
- Google the company name and hit the news section. I see fourth-quarter earnings—fiscal year ends September 30th.
- Visit their website to find something useful.
I’m taking notes and adding them to the CRM. Even if I think I’ll remember now, I might not recall tomorrow or next week when I finally get a voice on the other end. Better to jot it down than to double the work later.
3:41 p.m.
Ready to call someone.
3:41 p.m. (still)
Dialing…
Voicemail.
Look up another person on LinkedIn—voicemail.
Search a third name—no voicemail option.
Fourth attempt—voicemail + email.
3:52 p.m.
Now, I’m feeling more confident. I still don’t want to call the intimidating guy, but I have my script. I can do this.
I give myself THREE MINUTES to research:
- Google his name—nothing new.
- Google the company name and click news—their earnings reports aren’t looking great.
- Modify my voicemail script slightly, and opening statement just in case he answers…
3:55 p.m.
Voicemail.
I leave a message and zero out to ask the operator if there’s someone else I can speak with.
Transfer to a real, LIVE human.
Referred back to Mr. Intimidating.
Ask three qualifying questions before hanging up.
I celebrate the few nuggets I gathered for the next time I call. Information is power and fuel for me.
4:03 p.m.
Only huge companies left.
Tick. Tick. Tick.
My brain tries to convince me to put it off, whispering, “Why start something huge at the end of the day?” It’s a compelling voice, but I’ve developed a trick for such occasions.
4:05 p.m.
I decide to use my “one-thing” trick:
Find out ONE new thing by calling.
Company 1
I don’t look anything up. I just call and ask the operator, “Before I ask to be transferred, can you tell me ___________?” I get my answer! Then I ask, “Who would you recommend I talk with about that?” And I get transferred! Two things learned. Success!
Company 2
Same approach—call, ask the operator.
Response: “You need a name.”
I have a name and get transferred… to voicemail. No new info, but I began. I celebrate the start.
4:11 p.m.
I send off a request for an org chart.
Easy. Movement.
4:12 p.m.
I give myself ONE minute to think about something funny about sales.
The funny thing is: a lot of inside sales is mental gymnastics.
- Convincing yourself to do SOMETHING rather than NOTHING.
- Combining research AND calling to move forward with a prospect.
4:13 p.m.
Chuckle about mental gymnastics.
And then…
4:14 p.m.
Celebrate taking action.
Tick. Tick. Tick.
Choices.
Mental gymnastics.
Doing the next thing.
Having systems to fall back on.
Movement.
Small successes ARE successes.
4:15 p.m.
Breathe.
Watching athletes in the Paris Olympics, it’s easy to see the parallels between our mental gymnastics and their actual routines. Just like those athletes, we train our minds to overcome hurdles and perform at our best for every inside sales action and call.
Cheers,
Lynn