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How To Overcome the Fear of Cold Calling #441
Do you experience call reluctance? That’s the phenomena where you avoid picking up the phone and cold calling a prospect? Many people too. But this is the thing. Inaction breeds doubt and fear. Action breeds confidence and courage. In this episode we take a moment to understand the root of our fears and embrace a wu-wei approach of allowing the calling to be what it is. Rather than avoid the pain, let’s accept it and discover it’s not what it appears to be. We overcome fear with acceptance. That’s the path to overcome the fear of cold calling.
Today’s Chapter: Overcoming Fear with Acceptance
The journey of a closed deal
Begins with a single cold call.
While some fear it
Others embrace
Knowing that while those who can manage others is powerful
Those who manage their fears are mightier still.
The Master Seller anticipates the difficult sale
By managing the cold call.
By separating the wheat
From the chaff
They use a numbers game
To create opportunities.
Today’s Story
Chris had wanted to get into sales for quite some time and was excited to transfer into an SDR role. But the job wasn’t what Chris thought it would be. Each calling session was a hamster wheel of rude responses, hang-ups, and rejection. Soon Chris’s pace slowed and Pat noticed it.
“What’s going on?” asked Pat. “You were so excited when you started!” “I know” responded Chris “ I guess I’m not cut out for cold calling. Everybody I call hates me”. Pat smiled “that’s not true! The trick is to remember it’s just business. Not everyone we call is qualified or ready to buy. Often the timing isn’t good or they have more pressing matters at hand. Only 1 out 20 calls are going to be a prospect somewhat interested in what we provide. We just have to be good with that percentage rate. If we just do our jobs it will all work out. In time you will meet people who we can help. It’s just a matter of patience. Just don’t forget that you have the most important role in the company!”
“What do you mean by that?” said Chris. Pat smiled “This entire company would grind to a halt if our department didn’t close sales. It’s a lot of responsibility on our SDRs and your shoulders. I know. But I’m certain you can do it”.
With that Pat cleared the afternoon and worked with Chris for the rest of the day to overcome the fear of cold calling.
Take Action Quote
IBM’s Thomas Watson once said that:
“Nothing happens until somebody sells something”.
Selling isn’t to be feared but understood because when sellers conquer this fear, they have learned a broader secret of life. Each of us must confront our own fears. We must come face to face with them. How we handle our fears will determine where we go with the rest of our lives. Do we live a life filled with regret or do we experience the joys of adventure? Choose adventure. Cold calling is a blessed opportunity for you. I implore you not to squander it !
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How to Connect with Pat Helmers at Sales Babble
Sales Babble shares selling secrets for non-sellers. Masterful selling is understanding what buyers want, discerning if you can help, showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com
You can be yourself when selling. It’s all about helping others with their challenges and aspirations. I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset. Stop fearing sales and embrace it. Learn the selling secrets for non-sellers and start making a difference today. Here is the entire back catalog of episodes in the sales podcast. Look here https://www.salesbabble.com/sales-podcast-free-advice/
This is a production of Habanero Media https://habaneromedia.net
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