Cold calling can be a daunting task for many sales professionals.
If you’ve found yourself in this situation, you’re already aware of how frustrating it can be trying to hit quotas while grappling with this very real fear.
Luckily, there are inside sales techniques to help you overcome this challenge.
In this post, we’ll explore the common causes of call reluctance and share inside sales techniques to help you conquer the fear of cold calling and master this still-relevant sales tactic.
Causes of Cold Call Reluctance
Let’s be honest and admit that cold calling isn’t a walk in the park.
Connecting with prospects who may not know you or your product requires courage, persistence, and skill. There are several key culprits behind the fear of cold calling, and it’s crucial to pinpoint and tackle them before they prevent you from reaching your full potential.
- Not being prepared or experienced enough: Some salespeople lack the confidence or the knowledge to handle different scenarios or objections that may arise during a cold call. They may also feel anxious about not having a clear value proposition or a compelling script to follow. And we can’t blame them since it’s not exactly easy to take a chance and reach out to people who may not even be interested in what you’re selling.
- Company culture that views cold callers as sleazy car salesmen: Some salespeople may have internalized negative stereotypes or beliefs about cold calling, such as that it is intrusive, annoying, or manipulative. They may also face pressure or criticism from their managers or peers who do not value or support their efforts.
- Being an introvert: Some salespeople are naturally more reserved or shy and find it difficult to initiate conversations with strangers. They may also feel drained by the constant need to talk and listen to people on the phone.
As you can see, the distaste for cold calling can stem from a number of different reasons, all of which can be minimized. The truth is that anyone who puts their mind to it can excel at cold calling, even if they’re introverts or complete beginners.
Let’s see how that’s possible.
Inside Sales Techniques to Overcome Cold Call Averseness
The first step in tackling cold calling hesitancy is admitting there’s an issue.
Only then will you be able to dismantle the obstacles that keep you from getting stuck in a vicious circle of hating every minute of your job and not delivering.
- Adopt a positive mental attitude
Cold calling is a numbers game, and you will inevitably face some rejection and resistance.
However, instead of taking it personally or giving up, try to see every cold call as an opportunity to learn and grow.
You should focus on positive outcomes, such as building rapport, creating interest, or booking a meeting.
Also, make sure you celebrate your small wins and reward yourself for all your efforts.
Before making a cold call, you should do some research on the prospect you’re reaching out to and their company.
Finding out potential customers’ pain points, goals, and challenges and how your product can help them is critical for making the call relatable.
Also, make sure you prepare a clear and concise introduction that explains who you are, why you’re calling, and what value you offer. It’s also a good idea to have a list of open-ended questions that will engage prospects in a conversation and uncover their needs.
- Start smiling
Negative emotions like fear can be paralyzing, but the opposite applies too — positive thoughts can do wonders for productivity. Having (or even faking) a sunny disposition can boost self-esteem and reduce stress.
Sometimes reading motivational quotes and stories can put you in the right mood to raise a smile and pick up the phone.
Even forcing a smile can make you happier and slow down your heart rate. As a result, you’ll feel more relaxed and ready to take on the challenge.
Plus, the person on the other end of the line can tell if you’re smiling since your voice sounds warmer, friendlier, and more confident. It’s similar to making eye content when talking to someone in person — great for building rapport and improving your delivery.
- Write a list of why making the sales call is necessary
You probably know the basic reasons why you need to make cold calls, but you should look deeper than that. Getting everything down on paper is powerful.
Besides understanding why this tactic is essential for the company, you should also ask yourself.
What is it that I want to achieve as a result of professional success?
Maybe the ultimate goal is to save for a new car, get noticed for exceeding their quota, or go on a dream vacation. Having a list of these “whys” will give you a boost whenever you’re procrastinating about making calls.
- Set an objective to deliver value to decision-makers
It’s essential to adopt a helping mindset and ask questions to determine how the product you’re selling can solve a problem or fill a void. Being helpful also means knowing when a prospect is not a good fit.
Once you’ve determined someone is a bad fit, it’s time to stop trying to make the sale.
- Reward achievement of personal goals
Another way to motivate yourself is to create milestone goals that will get you through the month.
These can even be daily call counts. Rewards don’t have to be anything big either — a piece of chocolate, a longer lunch break, or just something that works for you.
- Analyze perceptions of cold calling
What is your personal opinion about cold calling? Why exactly does it make you feel uncomfortable? Is it because you’re trying to act out the entire conversation in your head before your prospect even answers the phone?
It’s crucial to understand you aren’t a fortune teller — you don’t necessarily know how a prospect will respond to a call. The worst thing that can happen is that they will hang up on you, and that’s not the end of the world. This is something that comes with the territory, and you should learn to accept it without taking such outcomes personally.
When you time speculating about what might happen, you can put yourself into a negative mindset before you even hear the prospect say, “Hello.” This kind of overthinking is every salesperson’s enemy.
Instead of expecting the worst, you should train yourself to work towards the best-case scenario.
- Practice regularly
Practice makes perfect. It’s a fact of life that the more you cold call, the more confident and skilled you will become.
Make it a habit to set aside some time every day to make cold calls and track your progress and results.
Even better — practice with your sales manager or a more experienced co-worker who can give them feedback and tips on how to improve your technique.
- Investing in sales engagement software.
Technology takes a lot of the work and stress out of the sales process and increases productivity. That’s why implementing a sales engagement platform like VanillaSoft can be a game changer for overcoming the fear of cold calling.
For example, our auto-dialing feature lines up the next calls for you so that you don’t have to waste time actually dialing numbers — no more static call lists and procrastination.
Logical branch scripting will make you feel comfortable knowing you have a roadmap for each call, guiding you in the right direction and helping you handle potential objections.
The truth is that even the most experienced salespeople can get cold feet when it comes to cold calling. The best way to overcome any fear is to take the bull by the horns and lean into it. You can build courage as you get through the first few dials of the day.
The tips we discussed can help you be more confident and embrace cold calling.
What inside sales techniques and cold calling tips have you utilized to help your reps get over their reluctance to make cold calls? Let us know in the comments below!