How do you overcome sales follow-up anxiety and boost your confidence and motivation?

Sales follow-up anxiety is a common challenge for many salespeople, especially after delivering a presentation to a potential client. You may feel nervous about how they perceived your pitch, whether they are still interested, and when and how to contact them again. However, avoiding or delaying follow-up can hurt your chances of closing the deal and damage your reputation. In this article, you will learn how to overcome sales follow-up anxiety and boost your confidence and motivation with six practical tips.

1 Identify the root cause

The first step to overcoming sales follow-up anxiety is to identify the root cause of your fear or hesitation. Is it a lack of clarity on the next steps, a fear of rejection, a lack of confidence in your value proposition, or something else? Once you pinpoint the source of your anxiety, you can address it more effectively and rationally. For example, if you are unsure about the next steps, you can ask the prospect for their preferred mode and frequency of communication and set a clear timeline and agenda for the follow-up.

Add your perspective

Loren Reale

Water Management / Citizenship and Passports in USA, Canada & United Kingdom
Report contribution
Well, to quote the novel ,"Dune," which reads,"I must not fear. Fear is the mind-killer. Fear is the little-death that brings total obliteration". While I often can realize the nature of what is causing my procrastination, I can move forward without knowing what it is. The key is to move forward. As long as you are coming from a positive place and doing good, the worst thing that happens is that you apologize for your enthusiasm. Whether it is written or verbal follow up, I can always begin with,"With your permission...." And it can be to ask if there are follow up questions, supply some new information, and more. When it comes to anxiety, the truth your think may be real, rarely is. Too many variables. Best to find a way to inquire.

Like

2 Prepare a follow-up plan

The second step to overcoming sales follow-up anxiety is to prepare a follow-up plan that outlines your goals, actions, and expected outcomes for each contact with the prospect. A follow-up plan can help you stay organized, focused, and proactive in your communication, as well as demonstrate your professionalism and commitment to the prospect. A follow-up plan should include the following elements: the purpose of each follow-up, the value you will provide, the questions you will ask, the objections you will anticipate and handle, and the call to action you will propose.

Add your perspective

Loren Reale

Water Management / Citizenship and Passports in USA, Canada & United Kingdom
Report contribution
Your follow up should always be thinking of the customer experience that you are creating. If you work backwards from that, you'll always do well. Remember, it's not about your goals, it's about your ability to meet their goals.

Like

3 Practice your follow-up skills

The third step to overcoming sales follow-up anxiety is to practice your follow-up skills regularly and seek feedback from others. Practicing your follow-up skills can help you improve your delivery, tone, and body language, as well as your ability to handle different scenarios and responses from the prospect. You can practice your follow-up skills by role-playing with a colleague, a mentor, or a coach, or by recording yourself and reviewing your performance. You can also ask for feedback from your manager, your peers, or your clients on how you can improve your follow-up effectiveness.

Add your perspective

4 Celebrate your wins and learn from your losses

The fourth step to overcoming sales follow-up anxiety is to celebrate your wins and learn from your losses. Celebrating your wins can help you boost your confidence and motivation, as well as reinforce your positive behaviors and outcomes. You can celebrate your wins by acknowledging your achievements, rewarding yourself, and sharing your success stories with others. Learning from your losses can help you overcome your fear of failure and rejection, as well as identify your areas of improvement and growth. You can learn from your losses by analyzing your mistakes, seeking feedback, and applying your learnings to your future follow-ups.

Add your perspective

5 Cultivate a positive mindset

The fifth step to overcoming sales follow-up anxiety is to cultivate a positive mindset that supports your goals and actions. A positive mindset can help you overcome negative emotions and thoughts, such as fear, doubt, and frustration, that may hinder your follow-up performance and results. You can cultivate a positive mindset by affirming your strengths and value, visualizing your desired outcomes, expressing gratitude, and reframing challenges as opportunities.

Add your perspective

6 Seek support and accountability

The sixth and final step to overcoming sales follow-up anxiety is to seek support and accountability from others who can help you achieve your follow-up goals and overcome your challenges. Seeking support and accountability can help you gain new perspectives, insights, and advice, as well as keep you on track and motivated. You can seek support and accountability from your manager, your colleagues, your mentor, or your coach, or by joining a mastermind group or a community of like-minded salespeople.

Add your perspective

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

Add your perspective

Loren Reale

Water Management / Citizenship and Passports in USA, Canada & United Kingdom
Report contribution
Make a list of what needs to get done and complete it. After all, it's not what you start. It's what you finish. We always ask the client what the 'next steps ' are. We also build from the proposal and make a recommendation or two to add, if appropriate.

Like

How do you overcome sales follow-up anxiety and boost your confidence and motivation?

1

2

3

4

5

6

7

1 Identify the root cause

2 Prepare a follow-up plan

3 Practice your follow-up skills

4 Celebrate your wins and learn from your losses

5 Cultivate a positive mindset

6 Seek support and accountability

7 Here’s what else to consider

Sales Presentations

Rate this article

Thanks for your feedback

More articles on Sales Presentations

More relevant reading