Daniel Tardy: License To Sell

Call Reluctance

Posted in Selling by elephanthunters on July 7, 2009

Anyone that has been selling for more than two weeks has felt call reluctance at some level.  No matter how much you love your job and the company you represent.  No matter how thick your skin is and how polished you are…you inevitably will face the ‘don’t want to dial blues’.

Sometimes it’s the fear of rejection, sometimes it’s mental or emotional fatigue, or it can even just be a spell of boredom.  Here are 3 steps to overcome call reluctance:

1) Clear everything off of your desk.  I mean EVERYTHING.  Throw everything in a drawer except for your computer and phone.

2) Write down the names and numbers of 10 people that you’re committed to calling that day.  Make the 1st 3 people on the list people who you don’t have to sell something to.  People who will want to talk to you.  It can be an existing customer, a co-worker, your mom…it doesn’t matter who they are as long as you’ll look forward to talking with them.  Make the next 7 warm prospects.  No cold calling.  Put the names on a yellow pad (not on your computer…we’re trying to break away from the normal cycle and make it fresh)

3) Turn off your computer…not just the screen but the whole thing.  Shut it down.  Take a 5 minute (no longer and no shorter) walk and commit to calling everyone on the list as soon as you return.  Call everyone on the list before you turn on your computer or do anything else.

Simply dialing the phone 10 times will get you back into a sustainable rhythm that will break the dry spell.  Call reluctance is like sitting on the side of a swimming pool wanting to get in and swim but not wanting to go through the initial shock of the cold water on your body.  Analyzing the decision and preparing for days does nothing to make it better.  You just have to jump in.

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