Get Over Your Fear of Selling

Preparation is key when cold calling a customer. Do your homework. Understand their business and their industry well enough to ask questions that are relevant. Remember, every sales engagement is about the customer. You will gain credibility by displaying your knowledge and set the foundation for a strong customer relationship.

One of the best ways to break the ice if you are intimidated by cold calling is to make an event out of it. Pick a day (usually late in the week) and get your counterparts together to go on a one day cold calling spree. Identify as many accounts as you can, divide them up and hit the pavement. Give yourself a hard stop late in the afternoon.

At the end of the day, get together with your colleagues for a beverage of your choice. It is time to compare notes. This is when the learning and the laughs begin.

By sharing stories about the day’s success and defeats, you will learn a lot about the art of cold calling. For sure there will be some leads acquired. And absolutely there will be some beautiful rejection stories. Hand out a prize for the most leads, the longest call and the quickest rejection. Remember you will learn from every story.

The fear of sales will quickly diminish when you see that others have success with tactics that you can easily use. You won’t hit a home run every time, but you will overcome your fear of selling. That fact alone will make you a better salesperson.

Now get out there and win.

Thanks for reading.

Good selling.

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