This is a challenge for every salesperson…even me…but I know how to manage the anxiety and awkwardness of connecting with people on a B2B call, but especially face-to-face where people experience the most uneasiness.

So what specifically is the awkwardness in the prospecting stage where you want to see if the person may be a good fit for your product or service? The challenge most salespeople have is thinking too much. I mean thinking what the person will say if you approach him or her.

Will the person yell at you for trying to start a conversation with them?

Will the person run from you, shouting that “someone just tried to sell me something?”