Mastering the pre-call routine

If you close for an agency, you know that Zoom meetings are your world, and being in the right headspace before each call can change everything.

After a tough conversation, your thoughts can be all over the place, and it's crucial to reset yourself, ensuring you enter each call with a calm and composed mindset, ready to execute your sales process.

Sadly, many people don't realise how important it is to have a routine before calls.

They make the common mistake of stacking calls back to back, arriving a bit late to calls, feeling rushed, and not entirely focused on the upcoming conversation.

In this post, I’ll walk you through a quick 10-minute routine that has made a big difference for me.

By following these steps, you can approach every call with a zen-like focus, prepared for a productive meeting.

Let's dive in:

Step 1: Take 15-minute breaks between calls

One big mistake is cramming calls together, thinking it'll lead to more sales.

But it often leads to stress and late starts, making you seem unprofessional and hurting your chances of closing deals.

My approach? Schedule 45-minute call slots starting on the hour, with a 15-minute break between each. This gives me time to reset mentally before the next conversation.

Step 2: Join the call 10 minutes early

Rushing to a call is no fun. To avoid that, I make sure to join 10 minutes early.

It helps me feel calm and in control when the prospect joins the meeting.

During this time, I mute my mic and turn off my camera to review notes, their online presence, or the presentation if it's a second call.

Step 3: Try a quick meditation

Meditation might sound strange to some, but it can help clear your mind and keep you focused.

I spend a minute or two meditating before each call. I let go of thoughts from previous calls, do a body scan, and take five deep breaths (four seconds in, hold for four, and six seconds out) to centre myself. This ensures I'm fully present for the upcoming call.

Step 4: Watch out for common mistakes

We all have habits that can derail sales conversations, especially when we're not calm and focused.

It's essential to identify what they are and work on them.

For me, it's talking too fast and interrupting. So, before every call, I remind myself to stay present, avoid interrupting, and speak slowly.

These reminders are customised for my unique challenges, but you should identify two or three for yourself. Knowing them helps you improve your calls and interactions.

In conclusion...

In the fast-paced world of sales, creating space through a pre-call routine is a game-changer. By following these four simple steps:

• Giving yourself breaks between calls

• Joining calls early

• Trying a short meditation

• Addressing your common conversational pitfalls

You can approach each conversation with a zen-like focus, resulting in more successful meetings.

Besides learning how to sell effectively, staying present has been the key to my improved success in client interactions. I hope it can help you too. ✌️