Matt Ryder explains that frustration on sales calls introduces a ‘venom’ into language, making interactions adversarial and narrowing the salesperson’s perspective. He advises letting go of that emotion, following a consistent process, and recognizing you don’t know what’s best for the prospect to improve outcomes and increase sales.
If I get frustrated on a sales call, it's very difficult to hide. And what that means is that, like, there's now, like, a venom behind my words. There's a slightly different meaning and context, and so that makes it more adversarial. The only problem with that is that you really have no idea about that person. And you're looking at them through a very small lens in a very small period of time, over the breadth of their life, and you're going, like, I know better than you, when in reality you don't. Right. And so if you can learn to let that go, your life will be easier, especially in sales, and you'll make more sales, because then there's no venom that comes out. There is no frustration, because you realize that all you're going to do is your process, and they're going to make their decision regardless. And the better you are at the process, the more consistent to make a decision that's aligned with what you want. However, you know that you do not know what's best for them.
