by Jenna Hadden
Success in sales, just like in sport, often hinges on preparation. The best athletes don’t just show up on game day and expect to win—they follow a strict routine, preparing both mentally and physically for the competition ahead. Salespeople should be no different. Pre-call rituals are your game-day preparation, and they can make all the difference when it comes to delivering under pressure.
Why Pre-Call Rituals Matter
Think about it: athletes don’t just dive into a match without warming up. They stretch, focus, and get into the right mindset. In sales, every call is a performance, and a well-executed pre-call ritual helps you get in the zone. It’s about more than just psyching yourself up—it’s about creating a routine that sharpens your focus, builds confidence, and ensures you’re mentally and emotionally prepared to win.
Pre-call rituals are powerful because they give you control over your mindset. You set the tone. Whether it’s a quick breathing exercise, reviewing notes, or mentally walking through the call, these rituals ensure you’re bringing your A-game every time.
The Science Behind Rituals
Rituals are more than just superstition—they’re backed by science. Repetitive actions signal to your brain that it’s time to perform. When you engage in a pre-call routine, you’re training your brain to associate those actions with success. The more consistent your ritual, the stronger that association becomes.
In fact, studies have shown that rituals can reduce anxiety and increase confidence, both of which are crucial for salespeople heading into high-stakes calls. By sticking to a routine, you’re eliminating uncertainty and creating a sense of calm, which allows you to focus fully on the task at hand.
Creating Your Pre-Call Ritual
If you don’t have a pre-call ritual yet, now’s the time to build one. Here’s how you can get started:
Visualise Success: Spend a minute or two visualising how you want the call to go. Picture yourself handling objections smoothly, building rapport, and closing the deal. This mental rehearsal will prime you for success.
Review Your Key Points: Take a moment to review your notes and key talking points. This ensures you’re fully prepared with the information you need and ready to steer the conversation effectively.
Centre Yourself: Whether it’s deep breathing, a quick stretch, or a few moments of mindfulness, find a way to centre yourself before the call. This will help reduce any nervous energy and get you into the right headspace.
Positive Self-Talk: Pump yourself up with positive affirmations. Remind yourself of past wins and tell yourself you’ve got this. Confidence is contagious, and it starts with how you talk to yourself.
Set Your Intention: Before you dial in, set a clear intention for the call. What’s your goal? Whether it’s closing the deal, getting a follow-up meeting, or simply building rapport, having a clear purpose keeps you focused and driven.
Conclusion
Great athletes know that preparation is everything. They don’t leave their performance to chance, and neither should you. By establishing a solid pre-call ritual, you’re ensuring that you’re in peak mental and emotional condition before every sales call. It’s not just about going through the motions—it’s about stepping up and owning your success. Game day is every day in sales, so make sure you’re prepared to win.
Jenna Hadden 