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How To Overcome Fear Of Rejection When Making Sales Calls
On this episode of the Lead With Purpose podcast host, Tze Ching Yeung gives some tips and tricks to help you overcome the fear you may feel when making sales calls.
KEY TAKEAWAYS
- I really hate making sales calls, especially those initial outreach calls. I don’t mind standing on a stage and doing a presentation/talk on topics like sustainability, mental health, business, whatever, I’m comfortable speaking in front of people, speaking to clients, closing deals, interviewing podcast guests. But there’s something about that initial outreach call that I just really don’t like doing. Luckily I have a sales team to do it for me, but recently I’ve started setting myself a target to call a set number of people everyday to help me overcome that block/limitation.
- Get into a good state. Sometimes you can tell the person on the other end of the call is low on energy, gets into a positive mental state of positive energy (but not too positive!), you don’t want to come across insecure, full of self-doubt, uncertainty and anxiety. I have tunes that I play that trigger me to feel happy and positive. I'll get up and dance around the room and smile to get myself into a positive mental state.
- Reframe the perspective: Instead of seeing rejection as a personal failure, think of it as a natural part of the sales process, which it is. We can’t always get “yes”, there will be some rejection involved. Every time you get a “no” brings you closer to your next “yes”.
- When we make cold outreach calls we aren’t speaking that much. It’s down to the prospects to tell us where they are in their business. If you’ve created enough rapport with them in the first few sentences and they have time to speak to you then they will tell you this as well as where they would like to go and what they’re struggling with. When they start to tell you this you have a really good chance of closing that client. Actively listen, this will help you tailor your pitch to their exact situation, which increases the possibility of a successful outcome.
BEST MOMENTS
‘The more practice you do the better you get at it.’
‘Prepare by writing down potential objections, research potential prospects – who they are, what they do – and build out this list as you do more and more calls. This will provide you with a little more certainty before you make the calls.’
‘If we send out negative energy, it’s more likely the outcome will be negative, stay on top of your energy, stay positive and empowered.’
‘Don’t take it personally. Remember: rejection is not a reflection of your worth as a person or a sales person, or of the products and services you’re providing. They may simply not have the budget to invest in you or your product, or it may not be the right time for them to do that.’
ABOUT THE HOST
Tze Ching started her entrepreneurial journey back in 2007 with the launch of a sustainable clothing and home furnishing ecommerce business. Next, she created a sustainable fashion brand.
In 2019, she launched a social enterprise to help raise awareness about the negative impact of fashion at schools and colleges.
Through the 15-year journey, she learned so much, but easily the most meaningful lesson learned was about the importance of marketing. She now focuses on channelling those insights to help others succeed, through We Disrupt Agency, a business coaching, mentoring and digital marketing company.
Tze Ching’s mission is to create a community of global change makers and to contribute to positive change in both people and planet.
CONTACT DETAILS
Tze Ching’s website: https://wedisruptagency.com
Facebook: https://www.facebook.com/wedisruptagency
Instagram: https://www.instagram.com/wedisruptagency/
Twitter: https://www.twitter.com/wedisruptagency
LinkedIn: https://www.linkedin.com/in/tzechingyeung/
View all episodes
By Tze Ching Yeung
5
44 ratings
On this episode of the Lead With Purpose podcast host, Tze Ching Yeung gives some tips and tricks to help you overcome the fear you may feel when making sales calls.
KEY TAKEAWAYS
- I really hate making sales calls, especially those initial outreach calls. I don’t mind standing on a stage and doing a presentation/talk on topics like sustainability, mental health, business, whatever, I’m comfortable speaking in front of people, speaking to clients, closing deals, interviewing podcast guests. But there’s something about that initial outreach call that I just really don’t like doing. Luckily I have a sales team to do it for me, but recently I’ve started setting myself a target to call a set number of people everyday to help me overcome that block/limitation.
- Get into a good state. Sometimes you can tell the person on the other end of the call is low on energy, gets into a positive mental state of positive energy (but not too positive!), you don’t want to come across insecure, full of self-doubt, uncertainty and anxiety. I have tunes that I play that trigger me to feel happy and positive. I'll get up and dance around the room and smile to get myself into a positive mental state.
- Reframe the perspective: Instead of seeing rejection as a personal failure, think of it as a natural part of the sales process, which it is. We can’t always get “yes”, there will be some rejection involved. Every time you get a “no” brings you closer to your next “yes”.
- When we make cold outreach calls we aren’t speaking that much. It’s down to the prospects to tell us where they are in their business. If you’ve created enough rapport with them in the first few sentences and they have time to speak to you then they will tell you this as well as where they would like to go and what they’re struggling with. When they start to tell you this you have a really good chance of closing that client. Actively listen, this will help you tailor your pitch to their exact situation, which increases the possibility of a successful outcome.
BEST MOMENTS
‘The more practice you do the better you get at it.’
‘Prepare by writing down potential objections, research potential prospects – who they are, what they do – and build out this list as you do more and more calls. This will provide you with a little more certainty before you make the calls.’
‘If we send out negative energy, it’s more likely the outcome will be negative, stay on top of your energy, stay positive and empowered.’
‘Don’t take it personally. Remember: rejection is not a reflection of your worth as a person or a sales person, or of the products and services you’re providing. They may simply not have the budget to invest in you or your product, or it may not be the right time for them to do that.’
ABOUT THE HOST
Tze Ching started her entrepreneurial journey back in 2007 with the launch of a sustainable clothing and home furnishing ecommerce business. Next, she created a sustainable fashion brand.
In 2019, she launched a social enterprise to help raise awareness about the negative impact of fashion at schools and colleges.
Through the 15-year journey, she learned so much, but easily the most meaningful lesson learned was about the importance of marketing. She now focuses on channelling those insights to help others succeed, through We Disrupt Agency, a business coaching, mentoring and digital marketing company.
Tze Ching’s mission is to create a community of global change makers and to contribute to positive change in both people and planet.
CONTACT DETAILS
Tze Ching’s website: https://wedisruptagency.com
Facebook: https://www.facebook.com/wedisruptagency
Instagram: https://www.instagram.com/wedisruptagency/
Twitter: https://www.twitter.com/wedisruptagency
LinkedIn: https://www.linkedin.com/in/tzechingyeung/