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Emotional Intelligence

Reduce Your Stress Before Sales Calls

2 min
Average Score

Andrew Huberman

Professor and Neuroscientist at Stanford University and Host of the Huberman Lab podcast

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In the high-stakes world of sales, the ability to keep stress levels in check can be a game-changer. Imagine having the power to reduce stress during a crucial sales call, ensuring you remain calm, focused, and in control. Well, it's not just wishful thinking; it's a reality backed by physiology and neuroscience. In this insightful session, you'll discover how simple yet effective techniques can help you reduce stress in real-time, ultimately enhancing your performance as a sales representative.

How to Reduce Stress Before a Sales Call

When the pressure is on, understanding the science behind stress control becomes invaluable. It all starts with your breath – a powerful tool you can use to influence your heart rate and stress levels. Here's the breakdown: when you inhale, your diaphragm moves down, creating more space in your chest cavity. This results in your heart expanding slightly, causing blood flow to slow down. Your heart's sinoatrial node, a cluster of neurons, detects this change and signals your brain to accelerate your heart rate. In essence, inhaling ramps up your heart rate, making you more alert.

Conversely, when you exhale, your diaphragm moves up, reducing the space in your chest cavity and causing your heart to contract slightly. As a result, blood flows faster through this smaller volume, and the sinoatrial node sends a signal to your brain, prompting it to slow down your heart rate. So, exhaling naturally calms you down. It's a simple yet powerful physiological response that you can harness without any specialized breathing techniques. This phenomenon is known as respiratory sinus arrhythmia or, more simply, heart rate variability (HRV).

Now that you understand the mechanics, how can you apply this knowledge during a high-pressure sales call? It's all about controlling your breath. If you need to boost your alertness and combat stress, focus on deep and vigorous inhales. Inhale more intensely, and your heart rate will follow suit, sharpening your focus and responsiveness.

Conversely, when you find yourself in a situation where you need to calm down and regain composure, prioritize your exhales. Make them slightly longer and more intense than your inhales. This simple adjustment will prompt your heart rate to decelerate, helping you ease into a calmer state of mind. The best part? You can employ this technique on the fly, without needing to devote time to specialized breathwork.

By mastering this stress-control technique based on neuroscience, sales reps can ensure they stay at the top of their game during critical sales calls. It's about leveraging the body's natural responses to optimize your performance, making stress reduction a practical skill rather than an abstract concept.

Are you intrigued by the science of stress control and its application in the world of sales? Discover additional insights and practical tips by watching the full session on reducing stress in sales calls. Elevate your sales game, enhance your resilience, and unlock your full potential as a sales representative.

Incorporating stress-control techniques rooted in neuroscience can be a game-changer for sales reps. By mastering these techniques, you can effectively manage stress during pivotal sales calls, ensuring you remain cool under pressure. Discover more about this fascinating topic by watching the full session. Your journey to reducing stress in sales calls starts here.

Learn more about how President John F. Kennedy stayed calm during the Cuban Missile Crisis in this other session.

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