Additional Info:

How to Get Over a Fear of Phone Calls

1) Lock in your motivation.

You must be motivated and have the will to succeed. If you are not motivated, you have a completely different issue. It might look and feel like sales call reluctance, but it requires a totally different treatment. You may need to contact a psychologist, a career counselor, or a well-trained coach to get your motivational infrastructure in place to succeed.

2) Identify your “negative intruders.”

What are negative intruders? Well, what goes through your mind when you reach for the phone -- and then stop? What are you thinking about when you swing around and check email one more time, refill your coffee cup, get into a conversation with a coworker, and then realize it’s lunchtime and push off your calls until after lunch? What is causing you to hesitate? What thought stops you from making prospecting calls?

Here is a list of thoughts that stop many salespeople:

The prospect probably already have a vendor they are happy with.

They will say, “No, I’m not interested.”

I’ll appear unorganized.

I don’t know what to say.

I worry about their perception of what it is I am trying to accomplish.

I am not comfortable with my script. I need a new script.

Your freedom from sales call reluctance lies with identifying your negative intruders.

3) Realign your thinking.

Your brain works in amazing ways. It allows you to create visions of the future and dream about achievements. How do you envision your success? How will it change your life? Learning to visualize your future success is important to overcoming sales call reluctance.

Stop reading right now and answer this question: “What would I love to achieve or have in my life?” Is it easy for you to answer that, or are you struggling? This is the key to transforming your sales results.

Conversely, the brain has a way of creating obstacles through limiting beliefs, assumptions, perceptions, interpretations, and the ever-present inner critic. If you allow yourself to identify with or believe your obstacles, overcoming call reluctance will be difficult. Awareness is key!

Human beings are meaning-making machines. We are always attempting to make meaning out of what we experience. Our stories can either serve or sabotage us. It is the way we are wired.

Here's an example. Think about the last time you had an “engaged” prospect who agreed to the next step in your sales process; however, when you attempted to reconnect they ignored you. What kind of stories did you start making up? Maybe you thought, “Oh, he is just an insincere jerk,” or, “She was just placating me to get me off the phone.” Then you probably stopped contacting them, simply because you bought into your own story.

Thought realignment is one of the crucial prescriptions to overcome call reluctance. Remember: The situation doesn't cause you anxiety -- your thoughts about the situation do.

Read more about psychology tips that can better enhance your sales call.

4) Don’t judge yourself (or others) harshly.

After you have allowed yourself to admit to your negative intruders, say, “These are very interesting.” Notice you are not adhering a negative label. There is no better word to neutralize the negative than "interesting."

Here’s an exercise for you: Choose one of your negative intruders and counter it. In the case of “I don’t know what to say,” immediately counter it with, “That is not true. I simply need a script with a value proposition from my prospect’s perspective.” Another one: “What if they say ‘no?’" Simply counter that with, “I will have at least three pattern interrupts to combat the reflexive ‘no.'”

Your confidence will soar once you start prospecting. Self-confidence is the by-product of productivity!

Source: https://blog.hubspot.com/sales/do-you-hate-cold-calling-steps-to-get-over-your-fear

7 Lessons for Millennials Who Are Afraid of Cold Calling

Lesson 1 – Do Your Homework

One of the reasons most people fear cold calling is not knowing who they’re going to speak to. By researching the person or company before you make the call, you take that fear away and you’re suddenly able to offer more “personalized” value.

Lesson 2 – Watch the Pros

Another great way to build confidence is to watch the best do it! Watch experienced sales people making cold calls and take notes. Watch how they start the call, how the build rapport, how they overcome objections and you’ll soon not only learn great tips but you’ll feel more confident when you make calls.

Lesson 3 – Build a Master Plan

Whilst it is common for millennials (and most sales people to be fair) to be scared of cold calling, one great way to overcome this fear is to be fully prepared. If you know exactly what you want or need to say, how to overcome objections and some common questions you’ll feel a lot better about making the call. It’s often the fear of the unknown that plagues us.

Lesson 4 – Practice Makes Perfect

Confidence is often built through experience so the more practice you get, the better you’ll feel and the better you’ll get at it. Most people feel bad about cold calling when they don’t succeed it at, but as soon as you start getting results and you have good conversations, you’ll feel better about doing it. The quickest way to get results? Make more calls!

Lesson 5 – Stay in The Zone

The biggest challenge in making a cold call is usually picking up the phone to make the first one. It’s usually in this time you’ll look to find any distraction possible! Once you’ve made the first call though they become easier and easier. This is why it’s so beneficial to stay in the zone once you’re in it and avoid any distractions that come your way (bar an alien invasion perhaps).

Lesson 6 – Learn to Love Objections!

The most difficult part of cold calling (after picking the phone up in the first place) is overcoming objections. You could be mid-way through an awesome pitch when they throw an unexpected objection that trips you up. If you can learn how to feel confident dealing with them and embrace them, you’ll soon master them!

Lesson 7 – Celebrate Success

As I mentioned earlier, as soon as you start to achieve success through cold calling the fear will soon disappear. You should celebrate each success; you’ve earned it!

Every time you book an appointment or get a sale, celebrate it! You’ll make the success even sweeter, and even more appealing making that fear feel like nothing standing between you and sales success.

So, whilst it’s understandable to fear cold calling, if you can overcome that fear and master it, you’ll master sales.

Source: http://www.salesforlife.com/blog/7-lessons-for-millennials-who-are-afraid-of-cold-calling

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