Overcoming the Fear of Calling for Sales Success

Addressing Today’s Sales Challenges

Overcoming Fear of Calling

By Paul Kirch

Fear and SalesFear of rejection, failure, and a number of other challenges can hold you back from achieving goals. It’s natural to want to run and hide.

Fear is a false sensation. Ask yourself if the challenge is real. If it is, find a solution and stay focused. If it’s just in your head, let’s put it behind and move on.

Overcoming Fear by Paul Kirch – Actus Sales Intelligence

Resistanceto

CallingThe telephone is still the #1 sales tool available. Fear of

picking up the phone is a huge barrier of success to many sales professionals and business executives.

03 Overcoming Fear by Paul Kirch – Actus Sales Intelligence

Fear of being Annoying

Lack of Reasons

to Call

Lack of Success

No Momentum

Recent Bad Experience

Just Left a Voicemail

Sent Email or

Collateral

Too Busy with Other“Priorities”

Fear of Rejection

04

Fear of

Calling


Every “No” is Closer to a “Yes”Celebrate the times when you hear no. Metrics don’t lie. A win is right around the corner.

1

Stay Top of MindWhen they have a need, you want to be the one they think of. Focus on being memorable.

2

It’s Not PersonalRarely do they have a personal issue with you. A terse or rude response is a reaction to their situation, not you as a person.

3

Learn From Every CallWhat could you have done differently? What worked? What didn’t? Every call provides a learning opportunity. Embrace it.

4

Fear of Rejection

Rejection is NOT

Reality

Make a Game of ItI’m going to convert ____ percent of my calls this week.5

05 Overcoming Fear by Paul Kirch – Actus Sales Intelligence

Pre-Call PlanningAlways have a reason to call. Don’t waste time with “I’m calling to check-in” calls.

1

It’s Not About YouMake the call about how you can serve their needs and not just your own. Be selfless.

2

Get to the PointGet to the point quickly. There will be time for rapport building or small-talk, but let them know why you’re calling first.

3

Get Them TalkingLearn to ask questions that engage and get them talking. You must understand their needs to serve them.

4

Avoid BeingAnnoying

Listening SkillsListen to their tone, comments, and questions. Adjust your conversation accordingly to keep them engaged.

5


Tracking ResultsWhat has worked and what hasn’t? Learn to track what’s working and continue to adapt.

1

Create ListsDevelop lists of reasons to call. Review with colleagues and test ideas on calls with prospects.

2

Review Your Own PerformanceRecord yourself “practicing” or even on real calls to reveal what works. Hearing your own voice will provide areas of development.

3

Embrace WinsCelebrate the wins and be honest with yourself in reviewing why you had success. Now, reapply and continue winning.

4

BeConfident

In Reasons

Pre-Call PlanningTake the lessons you’ve learned and implement a pre-call plan that leverages that information. Continue to monitor and adapt.

5


Metrics Don’t LieTracking efforts will yield patterns. You’ll discover that every “no” (refusal) is closer to a win. Celebrate the losses, as you’re closer to a victory.

1

Re-Evaluate Your ApproachIf something isn’t working, it’s time for a change in approach. Re-evaluate and adapt.

2

5 Minute JumpstartIf you’re having trouble getting started, commit to 5 minutes of activity and watch the momentum build. Just get started!

3

Colleague SupportIf possible, find a colleague who can be a support or accountability partner. Discuss challenges and opportunities.

4

Build Upon

Momentum

Self-EvaluateLearn to be self-analytical, but be fair and not overly critical. Self-evaluation is a great way to improve exponentially.

5

Lack of Success Is Often

Correlated to Momentum


Analyze Often evaluating what you could have done differently is the key to putting a bad experience behind you.

1

Follow-Up PlanWhat is your plan for following-up? Don’t let a bad experience derail you. Move forward quickly.

2

Take a BreakDepending on your work environment, it’s healthy to clear your head when you have a bad experience. A walk or exercise are great ways to create a fresh perspective.

3

It’s Not PersonalDon’t take it personally, because it rarely is. Often negative reactions are targeted at the situation, not the individual.

4

ABad

Experience

Keep GoingRemember, every “no” or negative situation is leading up to a victory, as long as you keep moving forward.

5


Sent an EmailCreate a sequence of messages, so you have a value-based message you can leverage.

1

Left a VoicemailKnow how long you will wait before the next correspondence, then follow-up with a next-step.

2

Leverage TouchesShare relevant articles, information on competitors, or other pertinent news, and share it selflessly. It’s non-threatening and will provide value.

3

You Just Reached Out

Recently

Voicemail Tip – Get to the point quickly and always let them know you’ll follow up if they don’t respond. Often just knowing you’ll call back will yield a response. If nothing else, it helps keep you top of mind.


Revenue Generation

Must Be Priority #1

11

RememberYour Priorities

In selling, priority one is to win business. Other obligations may arise, but don’t find yourself neglecting your pipeline or spending too much time on

non-revenue generating tasks.

12

Reasons to CallGet creative. Find reasons to reach out and engage your prospects and

clients.

Other Products

What other products and tools can they leverage? Be careful

about giving every piece of information too early. Focus

more attention to a specific area and leave reasons for follow-up.

The above serves as examples of reasons to reach out. Don’t stop here. Create your own list and focus on making your prospects and clients feel as if they are your #1 priority. Engagement has to start with you. Learn to engage and you learn

to win.

I Just Learned…

Seek industry news you can share. Today, we have an

unlimited number of resources to find competitive intelligence or

news to share that may just prove to be of great value.

Show Excitement

Share your excitement and enthusiasm and you might just find they share your sentiment. “I’m so excited about this new product we

have. You’re going to love it.” Don’t fake it. Learn to love what you sell.

Lapsed Customer

Often lapsed customers are forgotten. If too much time has

passed, there’s often reluctance to re-engage. “We’ve missed you” or “We’ve made some big changes”

can restore their faith in you.


Door Opening StrategiesEvery opportunity starts somewhere. The following are examples of how to

“open” a closed door or possibly re-engage with a lapsed customer. You can’t climb a mountain without taking the first step.

Handwritten letters and cards are very effective, as they generally get read. Electronic correspondence (email) can also help communicate your message.

Letters and Cards1

If your customer has a great experience, try asking if they know anyone else who would benefit from your services. A referral can be a golden ticket.

Referrals4

Sending marketing material or company communication is much more effective when personal follow-up is part of the communication strategy.

Follow Up Efforts2

Don’t wait for opportunities to fall in your lap. Do your research and seek out your ideal prospects who you believe would be the “ideal” fit. Then make a plan to engage.

Research5

Do you share any common connections with your intended prospect you can leverage? Tools such as LinkedIn can provide valuable resources to help open doors.

Connections3

There’s more than one way to open a door and create opportunity. Get creative and find what works for you. Try new approaches that fit your personality.

Get Creative6


Fear is Often Internal and Not Based in RealitySuccessful sales professionals understand the fears are not real, often ignoring them, as the reward far outweighs the risks. Sales success requires this line of thinking.

5

6

7

8

Avoid distractions. Block out time every day where you stop checking email, and focus on dialing.

Celebrate your victories. Focus on the calls that go well and you’ll have more fun doing it.

Every “no” is closer to a “yes”. A no response is not rejection, it’s a step toward your next win!

Hire a coach. Even world-class athletes hire coaches. Everyone needs a mentor.

14

1Focus on developing reasons to call. Confidence in “why” you’re dialing, will empower you.

2 Record yourself making calls, and listen to your tone, pace, and ability to engage.

3 Role play with a colleague, manager, or any other person who can provide constructive feedback.

4 Take action! Getting started is often the biggest hurdle. Commit to spending 5-10 minutes and build momentum.

One New Customer = Tens of Thousands of Dollars (or more)


Paul Kirch, PRC is the founder of Actus Sales Intelligence, a firm created in 2009 to help others achieve sales success through relationship building and strategies which create loyalty and trust.

Paul Kirch, PRC

CEO of Actus Sales Intelligence

Actus is a Latin word meaning perfection, determination and complement. These are the words that make up the foundation of the brand Actus Sales Intelligence.


Paul has a diverse background stemming from more than 25 years of professional experience. His early years were spent in operational roles at the world famous Gallup Organization, where he spent 10 years working with some of the largest companies in the world. In 2000, he took his first sales position, which opened his eyes to a new world of opportunities. This led on a journey of learning and development, which has benefited him since his first sales call. In 2009, after serving in a successful sales leadership role, he knew his next chapter would help him impact the lives of others through his own brand, called Actus Sales Intelligence, where the motto is “Sell Smarter.”

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Overcoming the Fear of Calling for Sales Success

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Transcript of Overcoming the Fear of Calling for Sales Success