Making Cold Calls? How to Handle Call RELUCTANCE and Call REJECTION

Making Cold Calls? How to Handle Call RELUCTANCE and Call REJECTION

By: Nancy Friedman, Keynote Speaker; President, Telephone Doctor Customer Service Training   A while back I was speaking at the prestigious Million Dollar Round Table conference and at the end of the presentation, during our Q & A, an insurance salesman asked me, “How can I handle call reluctance?” I was slightly taken aback. I really couldn’t imagine a salesperson (an insurance one especially) having call reluctance and being successful. That’s what I call an oxymoron. The two just don’t go together. I asked him if he meant ‘Call Rejection?’ He did not. Call reluctance – the fear of picking up the phone – and making a cold call, is obviously not a great characteristic of a successful salesperson. On the other hand, I understand and can treat ‘call rejection.’ Well, you’re asking, what’s the difference between the two? Big time difference! If you feel you happen to have call reluctance, for whatever reason, meaning you’re obviously reluctant to pick up the phone and make a cold call, start with little steps.  Call for information at a local store.  Call friends and talk with them.  Call folks you haven’t heard from in a while.  Set an achievable goal. Maybe 10 prospecting calls and

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