Call reluctance is something that can affect a sales professional at any time in their career: from a brand new rep who is hesitant to make their first prospecting call to a seasoned professional who has had a number of recent rejections. Fear is the driving force behind call reluctance, which can lead to procrastination and anxiety.
The key to getting over call reluctance is to follow a few simple tips to overcome your dread, power through your fear, and end your procrastination before it takes too much of a toll on your professional goals.
1. Map out your week. Don’t let a day go by without setting small goals for prospecting. Take 20 minutes to plan your prospecting day the evening before. Write up a list of prospects you’ll call and institute a goal in which to execute them. Set a specific time to make your prospecting calls. Do not let anything deter you from completing this goal.
2. Seek support from your managers and colleagues. If the thought of visiting a prospect makes you anxious, enlist your manager to make the call with you. Knowing you’ll be with a trusted partner can often ease your fear and heighten your accountability. Seek guidance from successful colleagues. Chances are, they’ve suffered call reluctance at some point and may have tips for getting through it.
3. Don’t take rejection personally. While it can be hard to hear, a ‘no’ can be a positive. It lets you know that a prospect is not a buyer, and you’ve learned that they’re not a qualified lead. Though the product might not be a fit for that prospect, there’s another out there that is desperately in need of what you have to offer. Move on from the ‘no’ by focusing on your next ‘yes’.
4. Believe in your product. When you have confidence in your product, you have a responsibility to let your prospects know about the product you have to offer. You care about their business and know they can benefit. You’re not hard selling or making them uncomfortable, you’re sharing an opportunity with them.
It can take time to overcome call reluctance, but if you tackle it head on, you’ll soon be back on track to success!