You’re a people person, you’re in an industry about connections — but you’re scared to pick up the phone? Sounds to us you’re just like 90% of salespeople who have also experienced call reluctance.
Yes, feeling hesitant before making a sales call is more common than you might think, even among your teams’ seasoned sales agents (don’t tell them we said that). Call reluctance can stem from various fears and uncertainties, but the good news is, it’s something you can overcome, or at least try to manage. Remember, even your favorite performer still experiences stage fright from time to time. This guide is designed to offer practical, straightforward advice to help you push past that reluctance and boost your sales performance.
What is Call Reluctance?
Call reluctance is that nagging feeling that stops you in your tracks when you’re about to make a sales call. Your throat clenches, your heart starts beating faster, and you’re hesitant to pick up the phone. Everything feels tight right up until you get the first word out, and suddenly you’re at ease. This “feeling” is common when dealing with sales call reluctance. Initially, we defined the phrase with the feeling to help better paint the picture, but we’ll move on to the actual definition which is a psychological phenomenon that makes salespeople afraid of calling prospects.
Why Do Salespeople Experience Call Reluctance?
Isn’t it funny how the profession built on communication, experiences high amounts of call reluctance? Well, many salespeople experience call reluctance for a few key reasons that make perfect sense due to the profession. First, there’s the fear of rejection, which can sting even the most experienced salesperson. Then there’s the pressure of meeting targets, which can be overwhelming. Additionally, some sales agents worry they’re interrupting or annoying potential clients.
Since most sales tasks revolve around calling at the right time, and often. Call reluctance, while normal, can hinder your sales potential if not addressed.
Common Causes of Sales Call Reluctance
- Fear of Rejection: Worrying about being told “no”.
- Lack of Confidence: Not feeling confident in oneself, the product, or the service being offered.
- Pressure to Perform: Stress over meeting sales quotas or targets can create a fear of failure.
- Lack of Preparation: Not knowing enough about the prospect or how to handle potential questions.
- Overthinking: Getting caught up in what might go wrong or how the conversation could unfold.
- Not Properly Qualifying Leads: Nobody wants to talk to someone who isn’t interested, and that’s exactly what happens when you place yourself in front of prospects who haven’t been properly verified and qualified.
- 48% of B2B salespeople are afraid to make cold calls.
Overcoming Sales Call Reluctance
So, how can you overcome sales call reluctance? There really is no way to go about it other than facing it head-on. To overcome a problem, you need to understand why you’re feeling it, and then take actionable steps to get past it. Take a look at some of our practical tips to help you overcome sales call reluctance.
6 Tips to Overcome Sales Call Reluctance
1. Understand Your Value Proposition
To start, you need to understand and believe in the product or service you’re selling. If you don’t think the offering matters, then your prospect won’t either. This isn’t just about having a good sales pitch; it’s about truly understanding the difference your product or service can make in someone’s life or business. When you’re solid on this, your confidence isn’t just boosted; it’s rooted in something real. Talk about what you offer in terms that matter to your customer, not just in the features it has.
2. Set Realistic Goals
The keyword here is “baby steps,” especially when it comes to beating sales call reluctance. Realistic goals are crucial because aiming too high from the start can make the reluctance even worse. Picture this: you’re gearing up for a call, already nervous, and you’ve put the pressure on yourself to make it the best call ever. That’s a surefire way to amplify any hesitation you’re feeling.
So, dial it back and set achievable targets. Maybe it’s making a certain number of calls per day or simply improving one aspect of your call technique each week. These manageable goals help build your confidence bit by bit. It’s about getting comfortable with the act of calling itself, easing the dread that can come with each dial.
Each small success is a step away from reluctance and a step toward becoming more at ease with your sales calls. Every completed call, no matter the outcome, chips away at the anxiety and builds your resilience. Celebrate these achievements, however minor they may seem. This gradual progress is not just about hitting numbers; it’s about transforming your approach to sales calls from something you dread to just another part of your day.
Related: Goal Setting for Success
3. Prepare and Practice
Being well-prepared reduces anxiety. Know who you’re calling, have a clear purpose for your call, and understand the potential needs of the customer. Practicing your calls, either with a colleague or alone, can help you anticipate and navigate conversations more smoothly.
Related: 8 Things You Need To Do To Have A Good Contact Rate
4. Leverage Your Coworkers
You’re not in this alone. Share experiences with your colleagues, ask for advice and listen to what’s worked for them. We can assure you you’re not the first person on your sales team to experience sales call reluctance, and you won’t be the last. Look to vetted coworkers as mentors, and learn from their mistakes. Sales is often seen as a solo journey, but it’s actually a team effort. Learning from each other can provide new strategies and reduce the feeling of isolation that sometimes comes with call reluctance.
5. Use Rejection as a Learning Tool
No one likes to hear “no,” but it’s part of the game. Instead of taking it personally, use rejection as a tool to learn and grow. Each “no” can provide insight into what doesn’t work, helping you refine your approach and get closer to “yes.”
6. Stay Positive and Motivated
Finally, keeping a positive attitude is key. Sales is full of ups and downs, but staying motivated through the rough patches is crucial. Find personal incentives that keep you driven, and don’t forget to celebrate your successes, no matter how small they may seem.
Remember, overcoming call reluctance is a journey. It doesn’t happen overnight, but with persistence and the right approach, you’ll find yourself picking up the phone with less hesitation and more confidence.
Related: Why Persistence is Key to Closing Sales
Final Thoughts
To sum it up, call reluctance is going to happen, but with the right steps in place, you can overcome it. The key takeaway? It’s manageable. With the right mindset, a bit of prep, and a solid understanding of what you’re bringing to the table, you can flip the script on call reluctance. Remember, every call you make, even the ones that don’t end in a sale, is a step toward mastering your craft and conquering those nerves.
Want Qualified Sales Leads?
Now, if you’re nodding along thinking, “Yeah, I’ve got this,” but wondering where to find those high-quality leads to practice on, we’ve got you covered. Become a 360Connect supplier and tap into a steady stream of active buyers. We’re talking high-quality leads delivered daily, putting you in front of decision-makers. So, why wait? Join the 360Connect network today and start turning those dials into deals.