7 Tips to overcome the fear of cold calling.
To increase your sales and grow your business to become more profitable.
If you are in sales you’ll have a need to make calls, that is if you want to make any money.
Cold calls are the number one thing sales people fear but is the easiest, simplest, thing that can generate results and help you improve your sales.
First you need to know that your mind controls your fears and confidence. So eliminating the fears means that we need to position it so that you can replace your fear with confidence and these sales techniques will do just that.
Here are 7 powerful tips guaranteed to help you eliminate your fear of cold calling.
1. Change your sale lingo from cold call to introduction call.
The words Cold Call has a negative connotation and automatically causes anxiety with sales people. Replace the words “cold call” with “Introduction call”. Call it what it is. There are very few businesses where you will close a deal on the first call. It’s an introduction call to introduce yourself, your product or service. That’s it.
2.You can’t lose a deal you don’t have.
You have nothing to lose. By not making the call you have lost the opportunity to win a deal. Worrying about losing a deal because your commission check is tied to it is another reason people fear cold calling. They’re afraid they won’t have the right thing to say or handle the call properly and lose a deal. New flash – you can’t lose a deal you don’t have. There is nothing you can do to blow it other than not picking up the phone and making the call.
3. Set clear expectations for the objective of the call.
Chances are you won’t close a deal on the first call. So, what is the purpose of your call? Is it to book appointment or to send something of value on your product or service, or to simply begin building the sales relationship? Be clear on your expectation for the call.
4. Plan your introduction call script and be prepared for a successful outcome.
Know what you are going to say in advance before you pick up the phone and stay focused on the objective of the call. Nothing destroys a call faster than going down a squirrel hole and letting the prospect take control of the call. Plan your script and stay focused on point.
5. Take action and be consistent in your efforts.
No one likes to be rejected but you need to know that rejection is part of life and certainly a part of sales. It will happen, regardless of who you are, or what you are doing you will experience rejection. The most important thing you can do to eliminate the fear is to build your confidence up by actually getting results. So follow your sales plan, make the sales calls even when it’s uncomfortable, be consistent in your efforts and you’ll get results. In doing so you’ll become more comfortable making sales calls and build your confidence.
6. Know your why.
Why the heck are you in this business selling this product or service? When you know why you are doing this, and can align it with a powerful goal and purpose, then it will make doing the things that are uncomfortable easier. Have a strong why.
7. Have a positive winning attitude and know that sales is a process.
The more consistent you are with your sales calls the more success you’ll have, the more confident you’ll be and you’ll eliminate your fear of cold calling.
I hope this helps you. Share it with your sales friends or sales team and break through the fears, and make some money.
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Have an awesome day and happy selling!
Mike Brenhaug
The Focus Guy
