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Getting Over Cold-Calling Fears

Nov 15, 2007
Many salespeople begin their careers by cold-calling. This is a process by which a salesperson is given a list of phone numbers and names which he or she then calls with the hopes of making sales. These are not people that the company has any information on or people that have asked to be called. Most people will not be interested in what the salesperson has to say, but some people will. These people may then become customers, providing revenue for the salesperson and the company.

The problem with this, however, is that salespeople that are new to their trade are often frightened and nervous about calling strangers and soliciting their business. They must find ways of getting over cold-calling fears. This is not always easy, as getting over cold-calling fears can take time and effort. There are several things that salespeople can try to do, however, to get over cold-calling fears. First, they can practice their speech in front of a mirror, on the phone with a friend or family member, or in front of others until they feel totally comfortable with it. This will help alleviate their fear of forgetting what they are supposed to say, and will also help them to sound more natural.

Other ways of getting over cold-calling fears are to take deep breaths, meditate, or do other calming and/or relaxing exercises. Not everyone feels comfortable with these things, but for those that do they can work very well. Deep breathing is also something that can be done to help with getting over cold-calling fears even when on the phone. Even when breathing deeply, one can still speak, listen, and do 'normal' things. Most people do not notice the breathing patterns of others, and so will not be concerned about this. This type of exercise can help the newcomer and the seasoned professional with getting over cold-calling fears.

But one of the most important things to keep in mind when you are cold calling is that it's not the end of the world if someone tells you to get out of their office. Really, it's not going to affect them thirty seconds after you leave, so why should you let it effect you. The answer is that you shouldn't let it affect you. Selling is a numbers game and as much as we'd like to close 100% of the people that we come in contact with, we just know that it's not going to happen. The important thing is that you keep track of your numbers and try to improve them. So if you have a casual attitude about cold calling, you'll find that good things will happen to you. It doesn't matter if you get an appointment with 1 out of 100 people; the important thing is that you kept at it. And that's what separates the top salespeople from the bottom ones. Keep in mind that you won't be cold calling forever and the goal is to fill up that pipeline so you always have a ready supply of prospects you can tap into.
About the Author
Dave Roth runs a site that reviews popular CRM software The site provides reviews on everything from open source crm to various web based CRM solutions. Not only that, the site gives salespeople the tools to make these tools even more effective.
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