What’s one of the oldest techniques of prospecting and getting leads? Calling – both cold and outbound – is one of the most successful ways to create new business for you and the company however it remains to be one of the biggest problems for even the most seasoned of sales professionals.
The very common problem is called Call Reluctance; the inability to make a phone call due to 2 different fears which are fear of failure and fear of rejection.
Now there are 12 different types of Call Reluctances, each being explained in the infographic below – see if you recognise any:
(Click on image to view full size version)
The simple fact is that in order to get over these Call Reluctances you need to tackle the fears head on, attack fear with your ego. Your ego-drive is one of the best tools you can have for the sales world, the rejection and failure is easily squashed when you have that enviable drive that many others lack.
Fear of Failure
Think of someone you’ve met that was either arrogant or had a big ego, now consider where they were in their professional careers and what their future plans were.
9 times out 10 these people are the ones incredibly hungry to succeed, they are the people that won’t let anything put them off or even put them down. You may not see eye to eye with these people and you probably do everything you can to not turn into an ego driven individual however with your career and the suscess of it you should begin to focus more on building your ego.
Fear of Rejection
Rejection is something the majority of us have a fear of and its breadth of scope is far and wide ranging from dating to sports there is always a fear of rejection at one point or another.
Again when you have a big ego-drive you think of rejection as another learning block, a process that ensures you get knocked down but with your being knocked down you learn a new way to get back up. Every stumbling block is something new for you to learn, try a different appraoch, test a new idea either way its all down to realising that everyong is scared of rejection.
Get Over It
Both rejection and failure is something we as sales professionals dislike, it puts our careers into a bad shape and ulimately it can end up costing far more then just a professional position within a company.
Get out there are get your ego-drive going, remember that we all want to succeed but with telesales the success for you and your company comes from simply picking up the phone and dialling numbers. Unfortuantely the only practice you can have is on the job (many would consider this the best possible situation for learning something) so the more calls you make the more leads you’ll create; refine, learn and create opportunities.
