Quote from James A.Hart on July 16, 2025, 11:02 pm

In sales and marketing, energy is not optional — it’s essential.

Many people think that confidence is something you build during the call, or that enthusiasm will come naturally once you start talking. But here’s the truth: the energy you bring into the room — virtual or physical — is often the deciding factor before the conversation even begins.

If you’re tired, hesitant, or mentally scattered, your prospect will feel it — even over Zoom. And the moment they sense a lack of certainty, trust drops. Doubt creeps in. The sale gets harder.

Why Pre-Call Energy Matters

When you’re on a sales call, you’re not just selling a product. You’re transferring certainty. And certainty isn’t just in your words — it’s in your tone, your posture, your breathing, your timing. All of that comes from energy.

Think of it like this:
Before a call, your job isn’t to memorize a script — it’s to get into state. Just like athletes warm up before a game, great salespeople warm up before a pitch.

What That Looks Like in Practice

• Take 5 minutes to walk around, stretch, or breathe deeply before the call
• Remind yourself what you believe about the product and the person you’re helping
• Say the first line of your pitch out loud — confidently
• Set your intention: “I’m here to serve, not to sell”

When you enter with focus and energy, people feel it.
When you don’t, they feel that too.

The Hidden Cost of Low Energy

Low energy doesn’t just mean you sound bored — it signals to the prospect that you’re not confident in what you’re offering.
And if you’re not confident, why should they be?

High-performing marketers know: energy is leverage. It’s not about being loud or fake — it’s about being present, certain, and ready.