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No Call Reluctance! By Timothy F. Bednarz, PhD, American Management Development Group Some of the most successful sales people have literally no call reluctance, they understand the mathematics of selling.

Some of the most successful sales people have literally no call reluctance. Many actually relish making cold calls. They understand the mathematics of selling. Every rejection is one step closer to a sale. They have spent the time to analyze their call patterns. For every ten or twenty phone calls, they will get an appointment. Out of every five to ten appointments they will get a sale.

The patterns will vary, but there is certainly a statistical pattern for success if you simply tracks your calls and patterns.

The Implications to the Sales Person

Most sales people experience some fear of failure and rejection which translates into some form of call reluctance. It isn’t easy to deal with the rejection a sales person has to face on a daily basis. If you understand the mathematics of your call patterns, then rejection is easier to accept.

The Application

Track the number of cold calls you need to make before you are able to get an appointment. Then track the number of appointments you need to obtain before you gain a sale. Keep a running average of these statistics.

Some strategies to overcome your call reluctance include:

1. Examine the causes of your fear Determine the things that can actually happen to you when you make a cold call?

* They can hang up on you.
* They can be rude.
* You'll get their voice mail.
* They will listen to what you actually have to say.
* They'll be excited you called.

What’s the worst thing that can happen? We all can survive a prospect hanging up?

2. Focus on a Purpose Focus on getting an appointment and worry about the sale after you get in front of the prospect.

3. Have a Goal Create a minimum call level, such as an appointment a day or four or five follow-ups. Achieve this daily. Consistency will build your sales.

Something to Think About

Cold calling is something that is essential to your sales success. Consider the following points:

1. What do you fear will happen to you when you make a cold call? Explain.

2. What do you focus upon when you make a cold call, the appointment or the sale? Explain.

3. Do you have a daily goal for appointments and follow-up calls? Explain.