To understand call reluctance when it comes to being a sales professional, you have to understand that it is the main cause behind failure at making the sale. Overcoming this one thing will allow you as a salesmen to grow and evolve better than before. You have to remember that sales is, above all, a numbers game. The more people that are called, the more likely a sale is to be made. Simple as that. If you hesitate to make calls, the more likely you will be to fail. You can not succeed at something you are not even willing to try. It doesn’t matter how good the product is or how good your techniques are, though those aspects can not be forgotten. When it comes to breaking mental barriers, the only way to do so is by trying. You have to pick up the phone.
To see if you or those you work for are suffering from call reluctance and need to work on no fear calling, look for a few simple symptoms. First, examine activities for long-term trends. Is activity low in general? If there is low follow up on referrals, this could mean there is referral aversion, which is a lack of following through on sales calls. Next, observe closely during the actual sales call. What happens when its time to ask for the sale? Do you or a colleague go for it or are you hesitant? How is your customer supposed to make a purchase from your company if you never ask for the sale? The third symptom of call reluctance is looking for telephone prospecting activity. Look at the frequency and the quantity of calls. If these fields have low numbers, those sales professions are probably suffering from call reluctance and they need to learn the proper way to selling the salesman, that is making themselves the best salesman possible.
Now that you know the symptoms, here are some potential steps to really selling the salesman and getting into no fear calling. The first tool is to cut over-preparation. Force yourself or your employees to make the call at a certain time of the day, for example half an hour after arriving to the office. That way you are required to start making calls and sales. Another tip is to practice public speaking as much as possible. Many salesmen have a fear of public speaking, preventing them from being fresh and authentic on the phone. A good idea is to sign up for Toastmasters International to get in that practice in speaking. The next one is not everyone salesmen’s preferred method, but it does get results : role-playing. It can do wonders to practice your script just once or twice before diving in. The last thing to try / know is that just knowing there is a problem is often enough to fix it, or at least ameliorate it. Keep an open conversation about call reluctance, and salesmen will be more aware of the bad habit and more likely to cease it.
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Branch Manager | Corporate Office
Arizona and California CE Instructor
AMERIFIRST FINANCIAL, INC.
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Amerifirst Financial Disclosure- The opinions expressed here are the personal opinions of Ricky Khamis. Content published here is not read or approved by Amerifirst Financial before it is posted and does not necessarily represent the views and opinions of Amerifirst Financial.