The number one question that salespeople ask is, “How do I overcome my fear of making calls?” Promoting a product or service on the phone can seem intimidating. To most people, cold calling is downright scary!
It is simply this fear that prevents you from making calls. However, once you overcome this fear, calling can be one of the most fun parts of the business.
Overcoming the Cold Calling Fear
Let’s examine where this fear comes from and how best to address it head-on. Ask yourself these two questions about why you are afraid:
Can the party at the other end of the phone squeeze through the phone lines and physically do me harm?
Can the prospect do or say anything that can affect my life in a negative way?
The answer to both questions is a resounding No! So, where is the fear coming from? Is it that you are afraid of rejection and can’t stand to hear the word “No?”
First, no does not mean that the prospect is rejecting you. He or she may not even know you. The prospect is merely saying, “No – now is not the right time for me.” (“No” does not necessarily mean “never.”)
Don’t take the word No personally. Being successful in sales is a numbers game. You have to hear a certain number of No’s for each Yes that you get.
Each No that you hear brings you that much closer to getting a Yes. With this in mind, take the word No as an immediate call to action and think, “Next!”
What Is Your “Why?”
Why have you chosen the home-based business in which you are involved?
Is it to have more time with your family?
… to become financially secure?
… to live on your terms without answering to a boss?
… to have a better quality of life?
… to give to others?
… to build something recession-proof?
… because you love the challenge?
In order to be successful, your “Why?” must be your driving force. It has to outweigh any fear enters your thoughts and attempts to prevent you from achieving your goals, dreams, and plans for success. For fear to be a part of your thought, you have to first give it permission. It cannot enter on its own.
If your “why” is large enough to motivate you and you keep it constantly in your thoughts, there will be no room for fear to enter.
Most of the successful salespeople in the world have had little formal sales training, but rather exude so much passion and enthusiasm for what they are promoting that people are attracted to it.
You cannot fake enthusiasm. You either have it or you don’t. With enthusiasm, nothing can hold you back.
But if you are not the enthusiastic type, don’t worry. You can still be successful with a strong belief system and the recognition that what you are doing will benefit others. The good news is that your belief system will grow as you gain more experience and knowledge. The more you know about a given product or service, the more effective you be in promoting it. If you have a strong enough belief system, you will never worry about hear the word No.
As with anything in life, preparation is key. Before you speak to someone about your product or company, write down what it is that you want to say. Then practice it, revise it, and rehearse it some more until it’s perfect.
When you make a call, have your notes in front of you. By this time, you shouldn’t have to read your notes word for word, but having them there as a reminder of what you want to say will help you feel and sound more confident on the phone.
As a reminder, somewhere on the page write, “I expect a positive response to what I am going to say! But it is okay if I hear the word No. . . Smile. . . Next!”
Believe it or not, once you are comfortable with cold calling, you can have fun with it. If you want to practice your telephone skills, contact me here.