Podcast: Play in new window | Download
Subscribe: Apple Podcasts | RSS
How To Overcome Your Fear of Rejection #515
We all hate robocalls. Those are cold calls of the worst kind. But in B2B sales, cold calling is often the only way to efficiently connect to a new prospect. Often the prospects don’t realize a solution to their problem is available. A well-constructed and executed cold call can create an opportunity for the prospects to eradicate their problems. Yet too often sellers fear rejection and this impedes their cold-calling success. There are things you can do to overcome that fear. How to overcome the fear of rejection, that’s the topic for today.
Today’s Chapter: Fear of Cold Calling
Friend or stranger, all are just people,
Two sides of the same coin
Yet curiously, greeting a stranger,
Qualifying their needs
Asking for an opportunity
This Is the seller’s greatest fear.
Once you realize that all deals are at risk,
there is nothing you can do to guarantee a close.
If you aren’t afraid of losing a deal,
there is nothing you can’t achieve.
Avoiding fear is no solution
What will be will be
TTC #74
Today’s Story
Excited to hire new staff, Pat taught Chris everything there is about cold calling. Yet it was soon clear, that Chris had a bad case of call reluctance. Chris tried all kinds of things to avoid making the calls.
Pat noticed and said, “I get where you’re coming from. As kids, we’re told not to talk to strangers, but we’re not kids anymore. Think about all your friends. Once upon a time, they were strangers too.”
“That’s true,” said Chris, “I never thought about it from that point of view. But I’m also afraid to bother them.”
Pat went on, “The most important thing to remember when cold calling is to keep polishing your opening line, schedule them for a convenient time to meet and don’t try to close them. We have real solutions that can make their world a better place. It never hurts to ask if they are looking for help. We often can.”
Take Action Quote
The very first sales book I bought was Stephen Schiffman’s “Cold Calling Techniques that Really Work” Schiffman said “As a salesman making cold calls, you face a powerful foe: the status quo. This is your true enemy – the attitude of most customers that they are perfectly happy with what they already have.”
When you have a great solution to a genuine need or desire why not share it? What’s the worst that can happen to you? The caller hangs up? In the big scheme of life, is that so bad? When you keep cold calling in context, there is more good than bad, but only if you keep at it.
Lao Tzu said, “If people are not afraid of death, how can you threaten them with death?” Most deals never close, instead they die. Once you understand this, you’re fear of losing a deal will evaporate.
Watch on YouTube. https://www.youtube.com/watch?v=YOymrf_ho4A
How to Connect with Pat Helmers at Sales Babble
Sales Babble shares selling secrets for non-sellers. Masterful selling is understanding what buyers want, discerning if you can help, showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com
You can be yourself when selling. It’s all about helping others with their challenges and aspirations. I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset. Stop fearing sales and embrace it. Learn the selling secrets for non-sellers and start making a difference today. Here is the entire back catalog of episodes in the sales podcast. Look here https://www.salesbabble.com/sales-podcast-free-advice/
This is a production of Habanero Media https://habaneromedia.net
Got a Question?
Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?
If so “babble me” an email here, or if you can’t wait chat Pat now.
Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.
Listening Options
You can find us on: