Overcome Sales Call Reluctance and Boost Your Confidence

Every sales rep knows what it means to be “Pretend Busy.” Every one of us has fallen victim to Sales Call Reluctance, so while you might be having a bad day on the phones and feel like hanging it up for the day, know that you are not alone. Sales call reluctance is a common problem that affects many salespeople, especially those who are new to the profession or who have to make cold calls. Sales is hard- we all knew that- but sales call reluctance is actually a psychological phenomenon where salespeople experience fear, anxiety, or hesitation to reach out to prospects and make phone calls.

But sales call reluctance is not a permanent condition. You don’t get diagnosed with it. It simply needs to be overcome with the right mindset, strategies, and skills. In this blog post, we will share some tips on how to overcome sales call reluctance and boost your confidence as a salesperson because your Sales Managers are telling you the truth when they tell you that hitting the phones leads to more opportunities, more productivity, and more performance.

Understand the Root Causes of your Fear

The first step to overcoming sales call reluctance is to understand what causes it in the first place. There are many possible factors that can trigger your fear, such as:

A natural fear of rejection. As humans, we want to be liked and accepted by others, and we avoid situations that might expose us to criticism or rejection. However, rejection is inevitable in sales, and it does not mean that you are bad at your job or that your product or service is worthless. It just means that you have not found the right fit for your prospect yet. Don’t take it personally, take it as feedback. And remember, every no brings you closer to a yes… and some maybes.

A lack of proper qualification. If you are not sure whether your prospect is a good fit for your product or service, you might feel hesitant to call them and risk wasting their time or yours. However, if you do your research and pre-qualify your leads before calling them, you will have more confidence and clarity about how to present your value proposition and address their pain points. Don’t be afraid to ask questions, listen actively, and confirm their needs. Now before you tell your Sales Manager that SalesFirst Recruiting is the reason you are spending hours doing research, know that we are not advocating for that. We are simply telling you that a more informed sales rep is a more informed sales rep.

A lack of preparation. If you are not ready to make a sales call, you might feel nervous and unsure about what to say or how to handle objections. However, if you prepare yourself by setting a clear goal for each call, crafting a compelling script or outline, and anticipating possible scenarios and responses, you will feel more confident and in control of the conversation. Don’t wing it, plan it.

Adopt a Positive Mindset

The second step to overcoming sales call reluctance is to adopt a positive mindset that will help you overcome your fear and motivate you to take action. Here are some ways to cultivate a positive mindset:

Gamify it. Call up the other sales reps. Tell them you intend to embarrass them by setting 3 new appointments today while they play solitaire. First rep to 3 appointment gets their lunch paid for. Gamification is bar none, one of the very best ways to motivate yourself toward a particular goal. Make that the first call you make.

Expect the yes, embrace the no. Instead of focusing on the negative outcomes of your sales calls, such as rejection or failure, focus on the positive ones, such as connection or success. Visualize yourself making a great impression, building rapport, and closing the deal with your prospect. And if you get a no, don’t let it discourage you or define you. Instead, see it as moving the needle in the right direction, even if it’s barely noticeable.

Recognize the truth. Instead of letting your fear of failure paralyze you or hold you back from making sales calls, use it as a fuel to propel you forward and challenge yourself. Recognize that failure is not fatal or final, but rather a natural and necessary part of learning and growing as a salesperson. Ask yourself how many Leaders you admire that only succeeded. They don’t exist. They all failed. A lot. So, don’t avoid failure, welcome it.

Transform anxiety into excitement. Just like fear of jumping into the icy depths of a pool can be transformed into a refreshing experience, apprehension about sales calls can be turned into excitement. Anxiety and excitement both jolt the system, inducing increased heart rate and blood pressure. Yet, while anxiety hinders performance, excitement elevates it. So instead of saying, “I’m stressed about this call”, say “I’m thrilled for this call”. Make this shift in approach, and let excitement propel you into any challenge!

Remember why you chose sales. Sales reps are persuasive and charismatic individuals who saw a great opportunity to earn a fantastic living by doing what makes others uncomfortable. They understand the importance of maintaining an upbeat attitude, tackling challenges head on and making customers feel important. Though the fear of rejection and failure can be daunting, top-performing salespeople use that energy to fuel their success. They know how to build rapport, offer value to their clients and close deals with ease. In short, sales reps are individuals who have the ability to connect with others and persuade them to take action, driving meaningful business results.

Develop Your Skills

The third step to overcoming sales call reluctance is to develop effective skills that will help you make successful sales calls and achieve your goals. Just like training for sports, practice boosts your confidence. Here are some skills that you can practice and improve:

Master your own voice. Your voice is one of your most powerful tools as a salesperson, especially when making phone calls. Your voice can convey confidence, enthusiasm, and trustworthiness, which are all essential qualities for building rapport with prospects. Practice speaking clearly, using appropriate tone and pace, and modulating your voice to emphasize key points. You can also record yourself during mock sales calls and listen to the recordings to identify areas for improvement.

Active listening. Listening is a critical skill in sales because it allows you to understand your prospect's needs, concerns, and objections. Practice active listening by giving your full attention to the prospect, asking clarifying questions, and summarizing their key points. Avoid interrupting or jumping to conclusions. By actively listening, you can tailor your pitch and responses to address their specific needs and increase your chances of success.

Handling objections. Objections are a natural part of the sales process, and being prepared to handle them effectively can help you overcome call reluctance. Anticipate common objections and develop responses that address them while highlighting the value of your product or service. Practice your responses to objections, focusing on maintaining a positive and confident tone. Remember, objections are not personal attacks but opportunities to address concerns and provide solutions.

Building rapport. Building rapport is essential for establishing trust and creating a connection with your prospects. Find common ground with your prospects, show genuine interest in their needs and challenges, and use empathetic language to demonstrate that you understand their perspective. Developing rapport helps to create a more comfortable and open atmosphere during the call, making it easier to engage with prospects and move the conversation forward.

Role-playing. Role-playing is an effective way to practice and refine your sales skills in a safe environment. Partner with a colleague or mentor and take turns playing the roles of the salesperson and the prospect. Use realistic scenarios and simulate different types of calls, such as cold calls, follow-up calls, or objection-handling calls. By role-playing, you can gain confidence, improve your communication skills, and become more comfortable with the sales process.

Consistent practice. Overcoming sales call reluctance requires consistent practice and exposure to sales calls. Make it a habit to make a certain number of calls each day or week, even if it's just for practice or to gather feedback. The more you engage in sales conversations, the more comfortable and confident you will become. Set goals for yourself and track your progress to stay motivated and focused on continuous improvement.

Ask SalesFirst Recruiting for Help!

So while sales call reluctance is a common challenge for salespeople, it is certaintly not insurmountable. By understanding the root causes of your fear, adopting a positive mindset, and developing effective skills, you can overcome call reluctance and boost your confidence as a salesperson. Embrace the journey, because with time and practice, you will become a master of the sales call and achieve your goals.

If you're looking for a new sales position in any client-facing role contact SalesFirst Recruiting today and benefit from the advice of our Senior Recruiters! www.salesfirstrecruiting.com