Cold Calling Fear

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.

Keith Rosen is the President of Profit Builders, LLC, ( a provider of leadership and sales coaching and corporate training. He is also the author of Time Management for Sales Professionals. The Complete Idiot's Guide to Cold Calling and The Complete Idiot's Guide to Closing the Sale.

Keith is one of the first out of only a handful of trainers and consultants who has earned the distinguished Master Certified Coach designation and most important, walks his talk. His "no fluff" result oriented coaching and training motivates you to take the right actions consistently so that you can achieve bigger, more rewarding goals without the steep and costly learning curve. His unique, direct approach, combined with years of executive coaching and sales training as well as walking in his client's shoes empowers people to quickly discover and live their true potential today, especially when time is getting more and more valuable. Keith currently lives in New York, with his wife and three children.

To speak with Keith regarding personal coaching, sales training, and executive coaching, call 516-771-1444, e-mail or visit and

For more resources or to inquire about Keith's individualized personal and team coaching and training programs, videos and podcasts, visit Keith Rosen here where you can also order his proven prospecting and cold calling template, Permission Based Prospecting that's guaranteed to get you in front of more qualified prospects, fast. Subscribe to his newsletter, The Winners Path, here.

The Complete Idiot's Guide to Closing the Sale

Guide To Closing Sales Tap into this unique and proven, step by step approach that's going to give you the edge over your competition enabling you to align your selling approach with the prospect's preferred buying process and communication style without any pressure, manipulation, confrontation or having to use old school, gimmicky closing techniques. If you would like to receive notification and updates on Keith's upcoming book.


Complete Idiot's Guide to Cold Calling

Guide To Cold Calling The Complete Idiot's Guide to Cold Calling is the closest thing to finding your "magic formula" for prospecting success. So, if you love to sell but hate to prospect, here's your opportunity to maximize your cold calling potential and boost your income by learning how to get in front of the right prospects in less time and create greater selling opportunities without the fear, pressure or anxiety associated with cold calling.


Coaching Salespeople into Sales Champions

Guide To Closing Sales Winner of Five International Best Book Awards, the internationally acclaimed, Coaching Salespeople into Sales Champions is your answer to developing a coaching system any manager can use to enable your salespeople and managers to accelerate their performance-today. How many salespeople on your team are not realizing their full potential? Ineffective coaching and management of your A, B and especially your C underperforming players cost companies sales, time, turnover and money. When managers become better coaches, coaching becomes your competitive edge to foster long term, positive changes in behavior.


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Cold Calling Fear

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