Cold Calling Reluctance

[jerry176]

I been hearing a few stories like that too. Like the guy who set up in a new york subway every day and became a top producer. There's a few theme parks around my area. And nyl does that child id program. I think i'm going to try that at these theme parks. Alot of people with their kids and what not. Have you ever set up inside malls? how well did it work for you.

Never happen "inside a NY subway station" Outside of a subway entrance sure. Inside the subway, the cops would tell them to take a hike.

Health insurance reps always had a table near an entrance, mostly uptown, anything above 110th st.

 

[b2bsalesexpert]

I don't think you can brainwash yourself. I think you really have to believe it. You have to believe you have value to offer. However , I think they main reason people are reluctant to cold call is fear from knowledge. People who do not know their industry and get asked a few questions and start to freak out. After this has happened, as a sales manager you have to push and push to get the person to try again.

If you are an expert in your industry and your product - the fear involved with cold calling tends to disappear.

 

[Matt B]

I believe in cold calling for Commercial Accounts. Doing it for 10 years I can tell you it works. If I could give any advice it is to read Cold Calling Techniques that really work. It is written by Steve Shiffman (think that's the spelling.) Straight to the point and incredibly effective.
You are calling to give a brief opening statement and to ask to get together on a specific date and time. Real simple. Be sure to have and use a "ledge" for all objections.

 

[Justin Bilyj]

I have read Schiffmans books, cant believe he's still writing them. Are you an X dater for commercial? Whats your intro if you don't mind me asking?

 

[Full Throttle]

It took me a while to get over cold call reluctance, it wasn't easy, but it's tough to believe it was an issue at this point. I really could not care less what response I get or who I call on. However, it almost wrecked my career in the beginning and it will still creep back every so often. But, I've learned how to get over it very quickly. I am naturally an introvert, although I can turn it on when needed. Making calls to strangers was anything but natural for me.

If there is one piece of advise for anyone struggling with it, it's that you will not magically wake up one day and have it be gone no matter what you read on the subject or the positive self help material you practice. You have to work through the underlying thoughts as you make the calls. That means being very uncomfortable at first while you work through it, but if you keep at it, it goes away very quickly (for me, if I remember right, about 2-3 days).

If you think about it, there is nothing rational about being scared to make the calls. Nothing bad will happen to you. The issue is your thoughts about making the calls, not the actual act of calling. The underlying reason for the fear can be different for each person. No matter the reason, it's completely irrational.

I bet most people like myself with enough call reluctance to not make the calls already know it's irrational, but will still not make them consistently. Two options: 1. Get out of sales, it's not going to work. You won't make any money and you will hate it. Or. 2. Get someone to help you through it if you can't on your own (and immediately), or you will be forced out quickly. It's that simple.

I heard a two question test to see if you are call reluctant. One, is your bank account full? Two, how many calls have you made in the last two weeks? If both are minimal, you have a problem. Either motivation level being low or call reluctance. Both will destroy a career. We all are only given so much time on this Earth, you better change or get out quick because you are wasting time otherwise.

This business is about making calls and getting in front of people. If you can't learn to do it without a bunch of emotional resistance, this isn't the business for you. Plus, it would be a miserable existence to dread going to work each morning to do something you hate. No one makes liking calls, but there is a big difference between hating and dreading it versus simply not enjoying it. But be assured it is possible to get over (and fairly quickly) if you want it bad enough.

 

[xrac]

It took me a while to get over cold call reluctance, it wasn't easy, but it's tough to believe it was an issue at this point. I really could not care less what response I get or who I call on. However, it almost wrecked my career in the beginning and it will still creep back every so often. But, I've learned how to get over it very quickly. I am naturally an introvert, although I can turn it on when needed. Making calls to strangers was anything but natural for me.

If there is one piece of advise for anyone struggling with it, it's that you will not magically wake up one day and have it be gone no matter what you read on the subject or the positive self help material you practice. You have to work through the underlying thoughts as you make the calls. That means being very uncomfortable at first while you work through it, but if you keep at it, it goes away very quickly (for me, if I remember right, about 2-3 days).

If you think about it, there is nothing rational about being scared to make the calls. Nothing bad will happen to you. The issue is your thoughts about making the calls, not the actual act of calling. The underlying reason for the fear can be different for each person. No matter the reason, it's completely irrational.

I bet most people like myself with enough call reluctance to not make the calls already know it's irrational, but will still not make them consistently. Two options: 1. Get out of sales, it's not going to work. You won't make any money and you will hate it. Or. 2. Get someone to help you through it if you can't on your own (and immediately), or you will be forced out quickly. It's that simple.

I heard a two question test to see if you are call reluctant. One, is your bank account full? Two, how many calls have you made in the last two weeks? If both are minimal, you have a problem. Either motivation level being low or call reluctance. Both will destroy a career. We all are only given so much time on this Earth, you better change or get out quick because you are wasting time otherwise.

This business is about making calls and getting in front of people. If you can't learn to do it without a bunch of emotional resistance, this isn't the business for you. Plus, it would be a miserable existence to dread going to work each morning to do something you hate. No one makes liking calls, but there is a big difference between hating and dreading it versus simply not enjoying it. But be assured it is possible to get over (and fairly quickly) if you want it bad enough.

Full Throttle is it any easier to do door knocking verus telephone for you?

 

[Full Throttle]

For me, the answer is no. I still do some canvassing of businesses, but it's not my core focus. What I found was by calling first and asking for five minutes, those I stop out and see give me the time to go through my pitch and answer the questions I ask. Although most are still trying to get rid of me.

When I walk in, I have a harder time getting to first base. There are certainly exceptions. Maybe it's my personality disposition, because others do much better with canvassing. That being said, I still have many clients from canvassing and one of my largest revenue accounts is from walking in cold. Both work, I just find it's easier for me to call first.

 

[jerry176]

My call reluctance is, and this is ridiculous.

I sometimes feel like I am bothering people I am calling.
As soon as I get over this issue, the phone is not an issue.

I have made thousands and thousands of calls to big companies, small companies & individuals selling products, and now insurance.

I cannot recall the last time someone got pissed off at me for calling.

One of my calls today no answer I dont leave messages. He gets # from caller ID.

Guy calls back, has no life insurance, is interested in settting appointment.

I wonder if he had call reluctance????

 

[Matt B]

I have read Schiffmans books, cant believe he's still writing them. Are you an X dater for commercial? Whats your intro if you don't mind me asking.

I definitely keep an eye on X dates. .I try to be as short as possible.

Hi Jon, I'm Joe Blow and I own Erie Insurance in Gilbertsville. I have successful niche I've worked in for the past 10yrs. and that's insuring contractor's.
Reason for my call is to ask you to get together next week ( or a specific day and time ) before your June renewal?

Sometimes I add a little to it. Once I get going the above statement becomes real relased and real to the point that I want to meet. Any response you don't want to hear......you know what to do.

 

[rousemark]

I have read Schiffmans books, cant believe he's still writing them. Are you an X dater for commercial? Whats your intro if you don't mind me asking.

I definitely keep an eye on X dates. .I try to be as short as possible.

Hi Jon, I'm Joe Blow and I own Erie Insurance in Gilbertsville. I have successful niche I've worked in for the past 10yrs. and that's insuring contractor's.
Reason for my call is to ask you to get together next week ( or a specific day and time ) before your June renewal?

Sometimes I add a little to it. Once I get going the above statement becomes real relased and real to the point that I want to meet. Any response you don't want to hear......you know what to do.

Start to whimper and cry?