How To Tackle Your Nerves When Talking To Strangers
Closing a deal requires a lot of composure. Whether you’re chasing a tough prospect, handling a last-minute objection, or pitching to a room full of decision-makers, your ability to stay calm under pressure will invariably determine the outcome. We’ve seen it happen a hundred times – a rep begins a pitch cool and collected, only to be thrown off their game with one throwball question. It’s not about avoiding those moments, it’s about having the right tools to steady yourself when they hit. Here are seven ways to do so:
1. Breathwork
There’s a spectacular tool you should keep in your arsenal and it’s called box breathing. In case you haven’t heard of it, it’s a kind of breathwork that instantly returns the body to a state of calm. It consists of a deep inhalation for a count of four, that’s then held for another count of four, exhaled for four, then held for four. Rinse and repeat. Not only does this immediately activate your parasympathetic nervous system, it drastically lowers your cortisol levels which studies have shown are directly linked to your circadian rhythm . Regularly practicing breathwork at your workplace will improve your performance tremendously.
2. Grounding Yourself Through Your Senses
When your heart’s racing and your brain’s doing Olympic hurdles, one of the best things you can do for yourself is focus on the present. Being on the brink of overwhelm while dealing with a high-stakes client provides the perfect opportunity to use the power of your senses to ground you in the here and now. The 54321 method is a surefire way of doing this. It’s a grounding method in which you identify five things you can see, four things you can touch, three things you can hear, two things you can smell, and one thing you can taste . Touch the cool metal of your ring, notice a fragrance in the room, take a sip of something warm. This moves you from a fight-or-flight response into a mindset of I’ve got this.
3. Label What You’re Feeling
Studies show that labeling feelings makes them less intimidating and much easier to deal with. Acknowledging an emotion with statements like “I feel nervous” or “I’m frustrated” can reduce their intensity. Even if it’s just a silent, internal realization, the results can be tenfold. Funnily enough, addressing the problem head on will create a bit of psychological distance. By doing so, you subtly shift from being inside of the emotion to simply observing it.
4. Tactful Visualization
Before a big pitch or a tough call, visualize things going as smoothly as possible. Take a moment, go in, and imagine how you’ll feel receiving a “yes”. Will you be relieved, elated, or grateful? Focus on the sensations associated with successfully completing the pitch - your steady breathing, your poised posture, your ability to stay composed even in the face of tough questions. But here’s the key: don’t just visualize yourself successfully completing the deal, visualize the product, service, or offer you’re presenting as a solution they’ll be lucky to have, not as a reflection of your personal value.
5. The Micro Pause
This one is especially handy when answering tough questions or objections. According to experts, the nature of responding in a slightly delayed manner signals high intelligence and composure. It’s a non-verbal cue that suggests you're in command not only of yourself but the conversation as well. If you really want to persuade stubborn listeners, the best way to go about this is to have them fall into your frame. This is done through ellipsis, silence, and the unsaid.
6. Adopt A Power Stance
Physicality affects psychology. Before a nerve-wracking pitch, take 60 seconds somewhere private - a restroom, a stairwell, a conference room - and adopt a power stance. Feet shoulder width apart, shoulders back, chin up, hands either on your hips or loosely by your sides. Studies by Harvard’s Amy Cuddy suggest this kind of expansive posture can temporarily boost testosterone and lower cortisol, making you feel bolder, clearer, and more confident as a result. It’s low effort, high reward.
Nerves are inevitable but being at their mercy is not. The next time you’re faced with high-stakes conversation, remember you’ve got tactical tools at your disposal to steady yourself and stay in command. Whether you’re closing a deal, pitching a client, or handling a tough objection, these tips will help you show up composed, credible, and in control.
More about We Do Follow-Up
At We Do Follow-Up, we specialize in turning conversations into conversions. From lead nurturing to prospect follow-ups, we help businesses maximize every opportunity and never let a potential deal slip through the cracks.