Marketing consultant Kevin Kolman says theres no place in a sales call or formal presentation for fear.
Kolman, owner of Fairview Park-based Valugraphix, says overcoming anxiety is learning that a prospects negativity or disinterest isnt always based on lack of preference for products. There are a lot of factors you have to consider, Kolman says. Maybe they were just having a bad day. But if you get a guy with the same negativity twice, you leave them alone and go somewhere else.
Thats because there is always someone who does want to do business with you. The worst anyone can do is say no, Kolman says. My adage is Some will, some wont, so what, whos next? Thats how I got through all those objections early on.
You have to take that negative situation and make it work somehow, he says. At least, make the prospect commit to getting what youve brought with youeither products or informationand then following up with them for another meeting. But you have to have patience and understanding when youre out there. Things happen.