Sales people are an unusually intelligent group of professionals. High achievers by nature. You know what drives us nuts? Being on a hot trail of pursuit of a prospect only to be stopped cold by of all things a telephone.
How is it that a lump of plastic, wires, and chips can strike our hearts with terror?
Our minds search for a rational explanation of this seemingly irrational fear that drives us bonkers. We start to wonder, is our hatred of cold calling really procrastination or lack of organization in disguise?
Fact is if you keep experiencing rejection you will learn to hate cold calling. You will procrastinate and do anything and everything to avoid the phones altogether.
If you experience a fear of cold calling, this will encourage you. All great cold callers at one time or another hated, despised, and/or literally could not stomach cold calling. So, if this is where you are today, know you are in good company.
Fear of, hatred of, and loathing of cold calling pretty much boils down to this: Sales professional who are oh-so-comfortable when talking to prospects face-to-face are surprised and confounded when they hit the phones and experience rejection.
When you move from face-time to phone-time you are operating without visual cues and left to rely on words alone. You simply need to learn the questions to ask and the words to say that will help you “see” what you are hearing on the phone. As soon as you learn the words to say to conduct a cold call that results in scheduling a face-to-face sales call with you prospect, you will equally skilled in both arenas.
The great news is that as a sales professional you are gifted with an ability to use words. You will be relieved and astounded to realize you are as accomplished on the phones as you are when selling in person.
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