We were on a JetBlue flight from Florida to Boston and the turbulence was much worse than usual. More dramatic, longer lasting, and bad enough for the flight attendants to remain seated for the entire flight. You’ve probably experienced a flight like that too. Fun!
The jet was probably traveling 500 MPH but it’s funny how when the air is smooth, it doesn’t even seem like you’re moving, but when you add some serious bumps, you can feel every single one of those 500 MPH. It feels more like an out-of-control roller coaster!
Sales calls work the same way.
When prospects are rushed, disinterested, resistant or rude, the call feels bumpy, like a jet traveling through turbulence. When prospects are engaged, interested, and answering your questions, it feels smooth, like you’re hardly moving.
So how can you get that smooth feeling on every call or meeting?