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How to overcome the fear of selling phones

The ultimate goal of any sale is to make the sale, right? Of course it is, but the way you go from initiating the contact to closing the sale is where the art and science of selling comes into play. Let’s focus on telephone sales.

First, let’s debunk a myth: cold calling isn’t dead, it’s just been redesigned. Since we live in the information age and Google, search engines have changed the game in terms of how consumers (both individuals and businesses) interact with marketing and sales. Oh yeah, let’s not forget to mention that the government is watching to ensure consumers don’t get called when they don’t want to be with the enactment of the National Do Not Call Registry. However, don’t assume for a second that the phone is dead as a means of conducting business. Most people want to interact with another person before they buy. Don’t get me wrong; Websites, email, text, and print media are significantly relevant to conducting business today. But, when it comes to the phone, it’s the undisputed champion in terms of initiating (or even maintaining) contact with a prospect or customer.

The best method to overcome the fear of selling phones

Although Nike said it best with its slogan of “Just do it”I would offer that there is a step before picking up the phone and dialing. You must have a goal for the call. The best way to squash anxiety and kick fear in the gut when selling over the phone is to have a purpose for the call. Remember, selling is both an art and a science, and it follows a very logical pattern. Here are some common goals of a call: (1) Introduction without the goal of making a sale; (2) Obtain an appointment either in person or through another phone call; (3) talk to the decision maker or find out who the decision maker is; or to (4) Solicit the Sale.

When you have a clear and direct purpose for making the call, then telesales becomes really fun. As you build your stamina through repetition, you’ll express confidence over the phone toward attracting your prospect or customer, and you’ll soon begin to see the fruits of your labor in closed sales.

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