Conquering your Fears of Selling, Cold Calling and Picking up that 100lb Phone by Mike Lions
Channel: Lions and Associates Sales Team Training & Success Building Channel
Date: 2014-06-24

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http://www.commercial-collections.com If you periodically suffer an attack of fear when you are about to talk to a prospect over the phone, don't think that you are the only person in the world who feels that way. Many professional inside sales people occasionally experience fear. What is important is that you overcome it.

Fear is a major psychological cause of failure in inside sales. The problem is that many new salespeople have never learned the necessary professional techniques of using the phone, possibly because they have had poor sales management or supervision. Selling over the phone requires special sales techniques, some of which differ from those used in successful face-to-face approaches.
 
If you are afraid to make the call, identify and analyze the cause of the fear. By discovering its origin, you can then find a way to overcome it. The thought of being turned down or told off may send chills through your body. Once you know what you fear, the solution is fairly simple. Don't allow yourself to fear any other person's voice or what another person might say over the phone. Realize that all of the voices and words you hear on the other end of the line are coming from people just like you. They certainly aren't going to jump through the other end of the phone and physically harm you.