SALES QUESTION:
"How Do I Overcome My Fear of Rejection When Cold Calling?"
Answer:
Learn how to get more prospects to “raise their hand” first (warm calls) or…
Stop using a selling process that keeps getting you checkmated on the opening move.
WORK IT BACKWARDS
To overcome something you need to know the root cause. Fear of cold calling happens because of two things:
- Rejection; and
- Lack of confidence.
REJECTION: You have a fear of cold calling because the rejection you are getting. You are getting rejected because of what you say prior to being rejected.
LACK OF CONFIDENCE: We lose confidence when we are unsure of what to do. And when what we think we should do fails us repeatedly, our confidence plummets.
My guess is your entire sales process (what you say, when you say it, whom you say it to etc) needs to be overhauled but let me see if I can help get you pointed in the right direction…
First Things First:
Fix what you are saying and the rejection goes down while opportunities go up!
Example:
Instead of calling prospects and saying something like:
“The reason for my call is we provide ________ ”
OR
“I'm calling to learn a little bit about your ________ needs and see if our ______ might be a better solution”
Reword your opening value statement in such a way that your prospects are intrigued by your call.
The key? Your opener should be more about what it is that you may be able to do for them and less about what is it that you offer.
There’s a huge difference between the two.
Here's an example of an opener that intrigues:
“The reason for my call is we help (CFO's) avoid (making overpayments) on (property taxes and insurance premiums)..."
NOT Finished YET!
Remember... Once you’ve perfected what to say in your opener, the next thing you’ll want to do is practice saying it until you own it.
Amateurs practice till they get it right.
Professionals practice till they can’t get it wrong.
Michael Pedone
CSS: Chief Sales Scientist
SalesBuzz.com (A 2011
Sales Training Company Watch List Award Winner!)
Tired of Sales Call Rejection?
Try Our 8-Week B2B Phone Skills Improvement Program
- Eliminate "No, Thanks", "Not Interested" & "We're All Set" Responses from Cold and Warm Calls
- Neutralize Gatekeepers & Get Voicemails Returned
- Ask Engaging Questions Instead of Probing
- Improve your Qualifying Skills
- Give Stellar Presentations & Handle Objections
- Close Follow-up Calls and Get Targeted Referrals
- How to Set & Achieve Your Toughest Sales Goals
- Improve Your Time Management Skills
Duration: 1 hour per week for 8 weeks
Where: Online @ your desk, conference room or home
Presenters: Michael Pedone
Group Rate Discounts Available: Yes