Overcome Call Reluctance - Get Your Salespeople to Prospect
I am reading Dan and Chip Heath's new book, Switch - How to Change Things When Change is Hard. One of the studies they presented suggests that the more difficult something is for us, the fewer emotional resources we have to do it. In other words, the amount of time we spend doing something difficult is in direct disproportion to the resistance we have for it.
To illustrate the results of this study, let's take something like Prospecting and assume two things:
- You still need your salespeople to find new opportunities and you don't have enough Sales 2.0 (incoming leads) to eliminate the need;
- You have salespeople with some call reluctance.
If I apply this research to Prospecting, your reluctant salespeople are resisting as many as 4 things:
- Dialing the phone
- Speaking with someone who might be bothered by the interruption
- Overcoming resistance to schedule an appointment
- Getting rejected
- instead of an hour of calling, schedule just 10 minutes of calling - at 6 different times each day
- make attempts only until you have a conversation with a decision maker - x different times each day