Overcoming The Fears Of Cold Calling

For generations fears in cold calling have been overcome by simply pushing past them. There are several traditional methods that teach us that they are to be expecting and working past them is the best solution. However this solution doesn’t help the prospect feel more comfortable with the call and generally creates a lot of red-flags in the eyes of the prospect.

Red-flags in cold calling are signs that the call is a sales call. Stereo-types of salesmen are not friendly and paint the average salesmen today as a cold and “out for themselves” type of person. When usually that is quite the contrary. However a few rotten apples can spoil it for other sales people and even an entire business. Determining what type of sales person you want to be is very important in the beginning.

Some general red-flags are:
1. Scripted Callsn2. Dramatic voice “Overly Cheery or Enthusiastic”
3. Pushing the sales
4. By passing objections made by the prospects
5. Encouraging the conversation in a forward directio

When we are trained in sales we are conditioned to acquire these characteristics. We are taught that the more calls you make the more sales you will get. The numbers game while it has been affective in the past is growing tiring to many consumers. The red-flags show as a hint to put up their defenses and give you a very reduced chance of making a sale at all. Not to mention the stress it puts you and your prospect through in the process.

Knowing that the prospect is just as weary about you as you are of them will help you better connect with them. Calming their fears first is a good way to start to build trust. Acknowledging that the prospect has feelings and fears will help you relate to them as well. When contacting a prospect you can overcome their fears by avoiding the scripted call. Talking to them with the goal of helping them solve their problems instead of pushing the sale on them will get you started. Watching tone and listening to what they have to say will also assist you with building trust.

Cold calling doesn’t have to be painful if you simply stop viewing the calls as sales and view them as a way to build relationships instead. Connecting with the prospect and reassuring them will not always make a sale but it will give you a more fulfilled feeling about what you are doing and bring success in your life.