TelePhobia

Is there such a thing as being scared of the phone? It seems like a lot of the people I get to train think they are. It isn't the literal phone that scares them, everyone has a smart phone of some type these days. The real fear is what is going to be said over the phone. For sales people, that is what they dread most, particularly over a brand new cold call. Oh, the discomfort!

What creates the discomfort on a cold call? I hear, "I feel like I am interrupting them." Newsflash-----> You are. Quick question, why did the person answer the phone? There are a myriad of reasons but at its most basic, they aren't too busy. If someone feels like they are being interrupted, I guess the smart thing to do would be for them not to answer the phone call. There are different types of "busy."

Another discomfort is they tell me they are better face to face. Can I let you in on a secret? We are all better in person. In person we can pick up all sorts of cues, verbal and non-verbal. On the phone, the only thing we have is verbal. So, it matters what you say! The problem with most of the people I train, is they "wing it." Every call is different than the previous call. Can you name many things you do well, inconsistently?

The last today, of many other discomforts, is people tell me that don't want to come across as a sales person. What? People reading this article, really? Breaking News-----> Nothing happens until someone sells something. Nothing. I have been selling most of my adult life and there is no greater pleasure than watching someone become my next client. Sure, I'd like to throw the winning touchdown pass in the Super Bowl. I'd like to hit the grand slam in the bottom of the 9th to win the World Series. It would be a dream to sink a long putt on the 18th hole to win the Masters. Less than 0.5% of us ever get to do that. However, to watch that prospect move into the fold of my base as a client is my equivalent! The expression that nothing happens until someone sells something is so great. But can I tell you something? No one gets to sell a thing until they sell the appointment.

In a world that is so connected with social media, internet on the phones, texting, webexing, tweeting, etc. Is it possible that we have never been more disconnected? We "like." We even became more pitiful and just send "emojis." LOL is now too time consuming. I think we are giving it a good try, but nothing will replace an actual call over the phone. And you know what? Decision Makers are people just like you, who probably enjoy a meaningful conversation over the phone.

Don't be a TelePhobe. Don't be afraid to call someone right out of the blue. Be consistent with what you say. Focus on what you want the end result of the call to be. And, go sell something.