Overcome Cold Calling Fear

When coaching salespeople, the one activity that typically takes a back seat to everything else is cold calling.

Amazing how they just not have the time of day to get around making those calls. Why is that why is there such a reluctance or aversion to picking up the phone and making that cold call?

Unfortunately, traditionally managers would then go ahead and offer a new template or a new script or maybe a new resource or collateral material in hopes that would make the salesperson more comfortable. While this might help to a degree, it still doesn't get the Root of the issue, which is the salespersons fear of picking up the phone and making a call. Now here's the interesting thing, if you think about the two people involved in a sales call there's the salesperson and the prospect. When I ask salespeople who the sales process should be about, they say "it should be about the prospect".

If ask them who they are you making it about , and reluctantly if their being honest they say reluctantly "I'm making it about me Keith".

How Do I know this, because here is what your internal dialog might sound like, before you pick up a phone and make a cold call. gee I don't want to hear a no, I not want to blow it, I have numbers to reach, I don't want to look like I have egg on my face.

You notice the one common denominator in every one of those statements...I, I, I, I, I

So here's the tip, instead of making the sales process about you and how much you can gain...make it about the prospect and how much value you can deliver, shifting the focus Away from you and onto them will take off all that pressure your putting on yourself to look good and perform.