How to Cure Call Reluctance
Struggling with Call Reluctance?
“I’m new to inside sales and I am having a serious case of call reluctance. How do I fight against this?”
Call reluctance happens because you haven’t started having success yet. You need to keep working through your challenges until you get it right. You just started picking up the bat. You can’t expect to hit home runs. You need more time in the batter’s box and need to learn from each sales call. Every sales call you make is a learning lesson. After each call, ask yourself, “what did I do right? What did I do Wrong? What can I do better on my next call?
One thing “call reluctance” can teach us is how to refine our prospecting skills. I like to “listen” to my inside voice. And there have been times in the past that I had call reluctance it was deep-rooted in the fact that I did not enjoy calling the leads that I was calling. You have to do away with “everyone is a prospect.” Most salespeople go wide with their prospect search when they should be going deep. Meaning, if you have 10,000 potential prospects, narrow your list down to those who are most likely to buy from you. Research what “markers” your target audience has and then build that list to only include prospects that match that profile.
Another thing call reluctance can teach us is that the problem is “us,” not the leads. Once you know you have a solid prospecting list, you have to be willing to hit the phones, make mistakes and learn from them. Get better with each call. Simply pretend each call you make is nothing but batting practice. You’re going to have to ‘fine-tune” yourself with each call you make.
NOTE: Do not spend long periods “self-analyzing” each call. It should take you 10 to 20-seconds to go “I should have sounded more confident” or “I wasn’t prepared for that response, but now I am.”
The number one rule in sales is you have to love what you sell. If that’s not the case, you might be better off moving on to something else. If you do enjoy what you sell, but you are having call reluctance because you are not having success, set the goal to make each call better than the last one. If you get better with each call, you will eliminate call reluctance.
– Michael Pedone
Michael Pedone teaches inside sales teams how to pick up the phone and close business. He is the CEO/FOUNDER of SalesBuzz.com – An online sales training company.