Sales Therapy 101: Breaking Your Fear of Cold Calling
Sales Therapy 101: Breaking Your Fear of Cold Calling
And do you know what their most common question is?
Yes, you guessed it: "Is there any way I can break through or overcome my fear of cold calling?"
Most of us have at least some resistance to cold calling, and some people I talk with have such a paralyzing visceral and emotional fear of cold calling that they can't even consider doing it.
In some ways, the fear of cold calling is practically an epidemic -- but not the kind of epidemic that gets publicized on TV or in newspapers.
It's a silent and personal one, a psychological struggle that happens in our own hearts and minds.
The fear of cold calling is a painful, daily struggle for many entrepreneurs and salespeople who have been trained in traditional selling techniques.
Traditional sales trainers answer questions about cold calling this way:
"All you have to do is make more phone calls."
"All you have to do is think more positive thoughts."
"Just learn to accept rejection as a normal part of selling."
In other words, "It's your fault that you aren't succeeding in sales."
This is like telling someone who's terrified of jumping off a diving board,
"Don't be a wimp! Just jump!"
In my experience, very few people are able to overcome their fears that way,
because the underlying message is that, if you force yourself to do something
uncomfortable, "just doing it" will magically solve the problem.
But this is a response that shows no understanding at all of the psychological
barriers that underlie the fear of cold calling.
So, how do you overcome your fear of cold calling?
In my opinion, the solution actually is simple, and is based on understanding
three simple concepts:
1. It's Not Your Fault
We can't help thinking there's something wrong with us if other people
keep telling us that something shouldn't be a problem, but our own
inner feelings tell us that we aren't comfortable doing it.
There's a sort of "old boys' club" sales-conditioning mentality prevalent
in English-speaking countries, including the US, Canada, the UK, Australia,
and New Zealand, that says, "I had to suffer to succeed in sales success,
so you need to, too!"
This thinking comes from traditional sales programs that continue to be
the accepted approach to selling.
What you need to understand, though, is that you may fear cold calling
because you have probably been exposed only to traditional
selling approaches, which triggers rejection.
These approaches teach us to make cold calls this way: introduce yourself,
explain what you do, suggest a benefit to the potential client...and then
close your eyes and pray that they won't reply with "Sorry, not interested"
or "Sorry, I'm busy."
If you're still using this traditional approach, you probably hear responses
like these the moment you stop talking.
They're rejections, and what they do us make you feel rejected -- and that's
reason enough to make you dislike, fear, and avoid cold calling.
How can cold calling be a positive experience if rejection
is the most common response you get?
2. Are Your Self-Perceptions Passive or Aggressive?
Whenever I chat with people about the fear of cold calling, they almost
always tell me that they're afraid to make cold calls because they don't
want to be perceived as "aggressive."
This is another part of the internal battle -- they beat themselves up for being
too passive and lacking the confidence to make the next call, but they don't
want to call for fear of being seen as aggressive.
Here's the good news: there is a middle ground between "aggressive" and passive."
It's a place where you can be who you are while still being extremely effective
with cold calling, without ever experiencing rejection again.
Unlock The Game™ shows you how you can be incredibly effective in cold calling without triggering rejection from potential clients. Imagine the possibilities (and the income potential).
3. Learn to Let Your Language Match Your Thinking
If you can center yourself into a place where you can let go of feeling that you
have to go on using traditional cold calling "scripts" and behaviors, you'll find yourself spontaneously using language that you would use in a natural conversation.
Using natural words and phrases -- speaking exactly the way you would with someone
you know, can transform cold calling into a refreshing and productive experience.
And, as you let go of the old-school cold calling model, in which
your product or service is your only way of generating a phone conversation
with a prospect, you'll make the most crucial transition of all: you'll begin thinking
of approaching potential prospects not from your perspective, but from theirs.
What do I mean by that?
Imagine what it would be like if you could hear your prospect's thoughts about
the problems they are having -- and that your solution can solve.
Even more importantly, suppose you could also make note of the words
and phrases they're using as they think about their problems, and that you
could take that language and embed it in your cold calling approach.
"Yes, but how would I do that?" you might ask.
It's simple. Just ask your current clients what three core problems
your product or service has solved for them.
When you change your thinking, you can't help changing the language
that you use, which lets you connect in a whole new positive way
with the other person you are calling.
If you can let go of your old-school belief system and open up to the possibility
that there is a more natural, comfortable way to cold call -- one that doesn't
trigger rejection -- you'll be surprised by how easily you'll break through
and overcome your fear of cold calling.
Sales Therapy 101 Breaking Your Fear of Cold Calling - To learn more about this author, visit Ari Galper's Website.
Like this article? Share it with your friends
Almost every day, visitors to my Unlock The Game™ website click on my live instant-messenger chat button, which invites them to "Ask Ari a selling question."
And do you know what their most common question is?
Yes, you guessed it: "Is there any way I can break through or overcome my fear of cold calling?"
Most of us have at least some resistance to cold calling, and some people I talk with have such a paralyzing visceral and emotional fear of cold calling that they can't even consider doing it.
In some ways, the fear of cold calling is practically an epidemic -- but not the kind of epidemic that gets publicized on TV or in newspapers.
It's a silent and personal one, a psychological struggle that happens in our own hearts and minds.
The fear of cold calling is a painful, daily struggle for many entrepreneurs and salespeople who have been trained in traditional selling techniques.
Traditional sales trainers answer questions about cold calling this way:
"All you have to do is make more phone calls."
"All you have to do is think more positive thoughts."
"Just learn to accept rejection as a normal part of selling."
In other words, "It's your fault that you aren't succeeding in sales."
This is like telling someone who's terrified of jumping off a diving board,
"Don't be a wimp! Just jump!"
In my experience, very few people are able to overcome their fears that way,
because the underlying message is that, if you force yourself to do something
uncomfortable, "just doing it" will magically solve the problem.
But this is a response that shows no understanding at all of the psychological
barriers that underlie the fear of cold calling.
So, how do you overcome your fear of cold calling?
In my opinion, the solution actually is simple, and is based on understanding
three simple concepts:
1. It's Not Your Fault
We can't help thinking there's something wrong with us if other people
keep telling us that something shouldn't be a problem, but our own
inner feelings tell us that we aren't comfortable doing it.
There's a sort of "old boys' club" sales-conditioning mentality prevalent
in English-speaking countries, including the US, Canada, the UK, Australia,
and New Zealand, that says, "I had to suffer to succeed in sales success,
so you need to, too!"
This thinking comes from traditional sales programs that continue to be
the accepted approach to selling.
What you need to understand, though, is that you may fear cold calling
because you have probably been exposed only to traditional
selling approaches, which triggers rejection.
These approaches teach us to make cold calls this way: introduce yourself,
explain what you do, suggest a benefit to the potential client...and then
close your eyes and pray that they won't reply with "Sorry, not interested"
or "Sorry, I'm busy."
If you're still using this traditional approach, you probably hear responses
like these the moment you stop talking.
They're rejections, and what they do us make you feel rejected -- and that's
reason enough to make you dislike, fear, and avoid cold calling.
How can cold calling be a positive experience if rejection
is the most common response you get?
2. Are Your Self-Perceptions Passive or Aggressive?
Whenever I chat with people about the fear of cold calling, they almost
always tell me that they're afraid to make cold calls because they don't
want to be perceived as "aggressive."
This is another part of the internal battle -- they beat themselves up for being
too passive and lacking the confidence to make the next call, but they don't
want to call for fear of being seen as aggressive.
Here's the good news: there is a middle ground between "aggressive" and passive."
It's a place where you can be who you are while still being extremely effective
with cold calling, without ever experiencing rejection again.
Unlock The Game™ shows you how you can be incredibly effective in cold calling without triggering rejection from potential clients. Imagine the possibilities (and the income potential).
3. Learn to Let Your Language Match Your Thinking
If you can center yourself into a place where you can let go of feeling that you
have to go on using traditional cold calling "scripts" and behaviors, you'll find yourself spontaneously using language that you would use in a natural conversation.
Using natural words and phrases -- speaking exactly the way you would with someone
you know, can transform cold calling into a refreshing and productive experience.
And, as you let go of the old-school cold calling model, in which
your product or service is your only way of generating a phone conversation
with a prospect, you'll make the most crucial transition of all: you'll begin thinking
of approaching potential prospects not from your perspective, but from theirs.
What do I mean by that?
Imagine what it would be like if you could hear your prospect's thoughts about
the problems they are having -- and that your solution can solve.
Even more importantly, suppose you could also make note of the words
and phrases they're using as they think about their problems, and that you
could take that language and embed it in your cold calling approach.
"Yes, but how would I do that?" you might ask.
It's simple. Just ask your current clients what three core problems
your product or service has solved for them.
When you change your thinking, you can't help changing the language
that you use, which lets you connect in a whole new positive way
with the other person you are calling.
If you can let go of your old-school belief system and open up to the possibility
that there is a more natural, comfortable way to cold call -- one that doesn't
trigger rejection -- you'll be surprised by how easily you'll break through
and overcome your fear of cold calling.
Sales Therapy 101 Breaking Your Fear of Cold Calling - To learn more about this author, visit Ari Galper's Website.
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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New Cold Calling and Sales Approach - Cold calling and sales guru and EvanCarmichael.com expert Ari Galper explains how the Unlock The Game sales approach can provide you with a framework for how to create trust over the phone when you are cold calling.
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