Why Don't You Like Making Sales Calls?

All salespeople are well acquainted with the nerves and anxiety that come before you get on a sales call with a prospect.

These uncomfortable feelings can bubble up whether it's a booked-in appointment or a cold call to someone who isn’t expecting you. 

It's astonishing how many salespeople are plagued by fears of being rejected, told "no", or even just being hung up on. 

Most coaches will turn around and tell you that you have a mindset block, or, better still, that you're “not committed enough” and all the BS we’ve all heard before. 

Well, today I am going to share my insights about how to relieve yourself of these fears and anxieties. 

Not only do I use these strategies myself on an almost daily basis, but I also encourage team at the Independent Closers to implement these strategies as well.

In case you're not familiar with us at the Independent Closers: companies pay us to close deals for them. Therefore, it is essential for us to be constantly overcoming these issues of fear on the phone in order to consistently and reliably generate sales for our clients.  

There are three primary reasons why some salespeople are terrified of picking up the phone:

1. You Haven’t Mastered Your Pitch 

Face the facts, confidence in large part comes from feeling certain that you know what you’re doing! 

If you can’t execute your pitch under immense pressure (or, better still, without the script) then you probably don’t know it well enough. 

For this reason, daily role-play is a practice that I recommend all salespeople embed into their calendar. 

Being under prepared is fear’s best friend. So if you find yourself backing away from the phone, it's probably time to ask yourself: “How well do I know my pitch? Have I mastered it under immense pressure?”

   2.  You Don’t Believe In The Outcome

It’s not that you’re not passionate about what you sell, and it’s not that you happen to be an introvert. 

The reason for your anxieties is that you’re not sold that your product/service actually does and what it’s designed to do. 

If you are not sold on how powerful your company’s product or service is, then you won’t feel motivated to pick up the phone and sell it.

Because, deep down, you don’t really believe that people are missing out because they don't have the product in their hands.

So, sit yourself down and get super clear on how sold you are on the product/service that you’re promoting. 

Becoming an owner and a proud user of the product you are selling will also help in this area.

    3.  Your Goals Aren’t Compelling 

Setting goals that are too small or striving toward goals that aren't your own are sure ways to set yourself up for failure on the phone. 

If you have goals that are powerful, based on a big vision, and are really true for you, then there's no doubt you’ll be itching to pick up the phone. 

If you’re struggling on the phone, expand your goals and make sure that they are meaningful for you.

In sales, you need to put in the hard yards. And if you don't have large, compelling goals, you won’t push yourself.