Cold Calling

With ever changing technology and processes, companies are now employing cold calling teams to procure leads and set appointments. Although there are professional seasoned professionals, individuals just starting out can experience a fear of cold calling. This has given rise to a need for training and techniques to help sales personnel deal with overcoming the fear of cold calling.

Before discussing the fear of cold calling further, it is first necessary to understand the concept of cold calling. Cold calling is the process whereby the sales people call an unknown person over the telephone, introduce themselves and then try to sell them a good or service or set a sales appointment.

There are times when the person on the other side gives you a negative response telling you that either they are busy, or they are not interested. This makes the caller disheartened. This process of rejection has a negative impact on the mind of the caller and affects his self esteem. This is amplified if the individual is paid according to how much they sell. Getting used to rejection and handling objections is part of dealing with the fear of cold calling.

To grow in any organization and achieve solid sales one has to overcome the fear of cold calling. This starts by understanding that rejection is part of the game. Cold calling business models factor in a high degree of rejection. Because it is a numbers game, the individual has to get used to making a high volume of calls to make a sale.

Training can assist an individual to become more effective at cold calling. This can include qualifying a list to call, working on a well defined sales script and learning how to handle rejection. Once a person finds an approach that works and learns to become detached from end users response, they can concentrate on making more calls which leads to higher conversions.

Part of selling involves building repore with the customer. This is difficult to do over the phone but using humor is a great way to break the ice. Most individuals are much more responsive when they do not feel threatened or exposed to the hard sell. Getting people to relax by using humor is a great way to increase the chances that you can deliver your sales message. Humor also helps you to eliminate fear and helps you to craft a successful cold calling approach.

The fear of cold calling is a big hindrance to success. By following a proven approach, using humor and eliminating the fear of rejection, individuals stand a much greater chance of improving their cold calling skills.

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