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Overcoming The Fear Of Cold Calling

Written by: Will Turner

Article Overview: Most salespeople hate to cold call. Learn how to let go of your fear so that you can move forward more confidently.

Overcoming The Fear Of Cold Calling

Do you like cold calling? Most salespeople don’t. In fact, many people avoid a sales career because the idea of cold calling is so distasteful. And many salespeople fail in sales or never reach their true potential because they have never mastered cold calling.

So let’s look at the art of cold calling in its simplest form. Cold calling is picking up the phone and calling someone you don’t know. Most of us don’t have any problem picking up and using a phone; in fact, we do it all day long. We’re also able to talk to people. So the “stigma” of cold calling has nothing to do with the physical act of picking up, dialing or using the phone. It also doesn’t have anything to do with talking to someone.

When we look at why we avoid cold calling, it usually centers on our fear of rejection, fear of failure or fear of the unknown. We’re afraid someone is going to be annoyed with us, be mean to us, or won’t respond in the way we want.

So the first step in overcoming our fear of cold calling is to recognize that our fear is self-imposed. It’s stemming from us. It’s our perception and attitude about cold calling that paralyzes us. Of course that means that we are also the only ones that can break the shackles that we’ve put on ourselves.

There are two main qualities of fear. First, fear is imaginary. In other words, our fears are our thoughts; they’re in our head. Second, our fear of cold calling is always in the future. We’re afraid of something that hasn’t happened yet. While everyone may have fear to some extent, when we let it imprison or limit us, we have given it too much importance. Keep in mind that FEAR is “False Emotions Appearing Real.”

Changing our attitude and fear about cold calling is easier said than done. Remember, our attitudes are habits of thought so to change our attitudes will take some real effort on our part even if we consciously recognize that our fears are not rational.

To conquer our fear of cold calling, remember these three basic facts about fear:

1.) We all possess fear to some extent. It’s normal. In fact, learning to channel your fear and the rush of adrenaline it causes can be very motivating. Fear is only debilitative when it controls your life to the extent that you limit or alter your activities. When you exercise your control of fear, you are making a conscious effort to choose your own path.

2.) The fears that immobilize us are usually unfounded. What’s the worse case scenario? In other words, what would happen if your fears actually came through? In the case of cold calling, a prospect may hang up on you or get short with you. While it may not be pleasant, it certainly isn’t life-threatening either.

3.) Fears are thoughts and you have complete control over them. You have the power and ability to replace your fearful thoughts with positive ideas and realistic expectations.

To overcome your fears, you have to change your mind. One easy way to start that process is to use your fear as a learning opportunity. In other words, you need to prepare for failure, rejection or the unknown. Your preparation will help you replace your fear with confidence.

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  How to Overcome the Fear of Cold Calling

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Related Forum Posts
Re: How to develop sales contacts? - Everyone has the right idea here. Depending on your business, there are different techniques that you could use. For consultants and sales heavy businesses, there are three tactics that I have found especially useful in my business: 1. Attend Networking Events 2. Cold Calling 3. Referral Program 4. Affiliate Program (most successful) The affiliate program was successful for me, as I hooked up with a franchise consultant, and he gave multiple unit businesses that needed my credit card processing services. I highly suggest you hook up with a sales partner, and give him a cut of the monthly revenue.
Re: Direct Mail Postcards - Post cards would be really expensive to send from Japan...but one way to advertise that is not expensive from overseas is by Cold Calling using cheap VoIP equipment. I know Japan has a really good internet connection, so as long as you are willing to stay up late, it might be an option. I cold call from Thailand far, far away from any city using a CDMA wireless internet connection and have had pretty good results. I find tho, that cold calling works best for business 2 business (b2b), rather than b2c products. --matt
Re: Cold Calling - As long as people are out of jobs, you'll probably have a lot of people who say they want to work for straight commission, but if they don't get paid fairly quickly, they usually move on. We've run into that and went through about 500 people (whose resumes looked really good) until we found about 3 good resellers. People just don't want to work for anything. Or they do a good job getting the business but don't do the follow up necessary to make the sale......so they move on thinking they need money NOW. Our business requires all cold calling as well. It's really tough for people to perfect that but there are a lot of good books out there. On is Cold Calling Techniques, by Stephan Schiffman
Re: Fear of Success - You don't need to fear success. We should embrace it. Fear is define by a man of God as False Evidence Appearing Real. the meaning is what we fear most does'nt come to pass
Other Great Books... - Feel The Fear And Do It AnyWay - Susan Jeffers How To Stop Worrying And Do It Anyway - Dale Carnegie ('What's the worst that could happen - the worst?' Then prepare yourself for that and reality is such a relief!).


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