How To Get Over The Fear of Calling

Here are some ideas which can help with call reluctance:

Call reluctance is when we get that seed of doubt in our mind when we’re about to call someone and they could be our ideal Prospect. We don’t want to mess up the opportunity. And we start thinking about what could go wrong:

“What if I stumble?” “What if the piece that I’m calling them about isn’t what they’re interested in?” “What if I’ve got no way of continuing the conversation?”

We’re now in the situation where there’s trepidation, there’s those irrational fears popping into our head, there’s those imaginary scenarios.

We might just think, oh, okay, well I’ll put it off until I’ve come up with a better reason (to call) or I’ll wait till I’m in the right mindset, or I’ll put it off when I’ve done such and such, and then I’ll have the confidence to do it…

The thing is, if WE’RE making those decisions, we’re not really giving the Prospect the opportunity to be involved!

Isn’t that a bit crazy? What we’re deciding is that it’s not the right time to speak to our Prospect

for our own personal reasons, yet surely the reason that we’re calling our Prospect is to engage with them and get their responses and understand THEIR opinion on the idea that we’re presenting to them -that we want to have a conversation about.

So my question to you is: “do we have the right to form our Prospect’s opinion for them?”

“Do we have the right to form anyone’s opinion for them?” We know the answer should unanimously be “no!” We DON’T have the right to form our prospect’s opinion for them and we don’t have the right to form other people’s opinion for them!

So therefore we should let them make the decision if it’s the right thing for them or not, or if they want to talk about something else. Which is equally good!

So my recommendation is that we stop deciding for ourselves that the Prospect isn’t going to be interested because we don’t yet know!


 

We haven’t got “Force powers!” We haven’t got a crystal ball that allows us to see into their mind!

We can get a good feel for the type of business that they’re involved in, the type of Prospect they are, as to whether they’re going to have some interest in it.

Ultimately we cannot decide if now is not the right time to call them.

Let’s stop making that our decision and allow that to be the Prospect’s decision.

And remember, if we’re feeling call reluctance, if we’re getting that seed of doubt, remember say to yourself:

“who’s deciding this?” “I’m deciding for the Prospect!” “Do I have the right to form their opinion for them? No!”

“How do I even know what they’re going to think -the only way I’m going to find out is if I call them, if I speak to them!”

And if we look at it from the perspective of being helpful, then they’re more likely to respond positively.

Earlier on in the blog I described all sorts of negative thinking. (What if…)

We imagine catastrophes, we imagine the things that could go wrong.

Well, why not do the opposite and talk ourselves into the opportunity -instead think of reasons why they might be interested and then talk ourselves into calling them instead of waiting till a later stage.

3-5 Good Outcomes from The Call

Instead think about three to five reasons why we SHOULD call them.

And it’s amazing what happens.

As soon as we start to think about all the different bits of value and help that we can give those people, then we actually become excited about sharing the message with them.

I hope you found this blog helpful- let me know any questions or comments and please share this with anyone you feel would like it or find it useful.

 

Bite Sized Video Based Sales Training

These courses are now all available for online training. Training is delivered virtually by video which means your staff can attend remotely while working from home or from the office with minimal disruption to their productivity.

Below are recommended durations, these can also be flexed to suit your business/ requirements.

Objection Handling 2 x 2 Hours

“You’re too expensive!” “We want to think it over!” “We’re happy as we are!” “We feel the other provider has a better understanding of our requirements!” “I’m too busy!”

It doesn’t matter whether you are in a transactional sales environment or involved in a longer process of micro-steps, it is inevitable that you’ll encounter objections. Nor does it matter whether you are new to sales or a proven performer: your ability to handle and reassure concerns is vital to converting opportunities!

This practical bite sized session is dedicated to handling objections in sales. You will learn:

  • Why buyers resist on price
  • How to psychologically maintain control of conversations when objection handling
  • How to deal with fob offs to continue the conversation
  • Use of a coping mechanism to think of “makes sense” responses even when caught off-guard
  • Use of a definitive framework to overcome concerns and close!

“Sales for Non-Salespeople” (Introduction to Selling) 2 x 2 hours

Anyone who communicates with a customer by phone or e mail has an influence on the likelihood of them buying from your business!

Customer service, support & technical staff have valuable conversations which can create additional opportunities, add value and generate profitable leads.

This course is designed for “non sales staff” to find helpful ways to maximise opportunities for both the customer and your business resulting in better customer loyalty, creating referrals and profitable sales without being pushy!

This course is also ideal for staff who are considering a role in sales or a refresher for salespeople who want a refresher in the fundamentals of selling.

  • Introduction: Salesperson vs Trusted Advisor- How the world of Sales has changed
  • Ways to increase trust & rapport
  • Opening the conversation
  • The reasons people buy
  • Identifying issues through use of probing questions
  • Presenting solution/ making recommendations/ benefits of next step
  • Handling concerns (objections)
  • Closing on next action
  • Follow on vs follow up

“Effective Selling” (Consultative Sales Skills) 2 x 2 hours

This consultative Sales Training workshop is designed to help individuals, business owners and sales team members to refresh/ enhance their sales effectiveness in the following areas:

  • Reaching target Decision Makers
  • Designing effective call openings to generate curiosity & continue the conversation
  • Delivering enticing messages through positive vocabulary
  • Developing and using your value proposition in sales
  • Using assertive vocabulary to create win/ win outcomes (handling concerns/ managing expectations/ influence & persuasion.)
  • Enhancing questioning skills: open, closed and drawing techniques
  • Making effective recommendations
  • Closing on next action
  • Constructing customer/ Prospect friendly responses to your most common objections.

Q & A and action setting

Participants will leave the workshop with written working examples they will have developed and practiced during the session. This will lead to enhanced confidence and an appetite to develop higher value sales opportunities in the workplace!

“Advanced Sales” 2 x 2 hours

This online sales course is ideal for business owners, directors and experienced sales staff to develop and refresh techniques and processes to optimise conversion typically within medium to long term opportunities.

Advanced Sales Skills

  • Understanding & Developing Wider Influence to Persuade the Customer
  • Asking Better Questions to Drive Value for The Customer
  • Gently Investigating Likelihood of Status Quo in Decision Making & Techniques to Drive Reasons for Change
  • Probing the Decision Making Unit, Criteria & Process
  • Increasing Closing Methods
  • Handling Objections
  • Open Sales Clinic (Q & A) – share your current stalled opportunities & sales dilemmas to get practical solutions to re-ignite them & close!

“Within 2 months of Martyn’s training I closed additional orders worth £50,000 and £170,000. These were opportunities which I would not have closed if I hadn’t used techniques that Martyn recommended.

”Field Sales Executive, Manufacturing Sector”

www.golddusttraining.co.uk