Bite-Size Chunks of Wisdom

June 2011

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Sales call reluctance can be a death nail for any business no matter the state of the economy. However, during turbulent economic times, sales call reluctance is the worst dilemma for any growing business.

If the sales professional your organization hired is the one with sales call reluctance, you may consider the words of Donald Trump – “you’re fired” – as a solution.  However, when you (the business owner) are plagued by sales call reluctance, consider these solutions to overcoming  phone aversion.

1. Do your research.  With social media, it’s easier than ever to prepare for a sales call.  Armed with key information about your prospect, you’ll speak intelligently about your prospects needs.  And, you’ll look like a rock star for having done your homework!

2. Write out your script. Of course, we don’t recommend reading it in a monotone, dowdy, poorly-rehearsed manner but writing your script before dialing your prospect keeps you poised and prepared.

3. Visualize your performance. Although its tempting to rush into every sales call, take a few minutes to rehearse the conversation improves the likelihood of the sales call going the way you want.

4. Shift from sales professional to service provider/problem solver.  Prospects want to buy but they don’t want to be sold.  Unearth their problem, show them how to solve it, and the sale is yours.

5. Focus on your strengths. Studies show you get more satisfaction when you use your strengths as much as possible.  Your knowledge and confidence will come through with each sales call.  (Unsure of your signature strengths? Take the Values in Action Signature Strength test.)

These are just a few of the ways in which we overcome our sales call reluctance.  What techniques have you found most helpful?

I recently received a call from someone that I had actually called. The call was a prime example of good news – bad news.  Good news in that my call was returned; bad news in that the call was a sales nightmare.

Although initially interested in learning about the revolutionary secret this individual had discovered, ten minutes into the conversation, I wanted to make it stop!  A vigilante for the solution, the individual hardly took a breath — which led to some erroneous assumptions.

Assumption #1:  I’m overweight.  Okay, I admit that I could lose a pound or two but even the circus performer missed my true weight by 25#.

Assumption #2:  I’m inactive.  Hardly!  Granted, a nap every now and again comes in handy after cycling 67 miles.

Assumption #3:  I have poor eating habits. You’ll be pretty disappointed if you’re trolling for snack food at my house around midnight.

I could go on and on but then, just like the call, it would be all about me.

It was, however painful, the most important twenty-minutes to serve as a powerful reminder that:

  • The one who occupies the majority of the conversation is the buyer.
  • There is a difference between ‘speaking with’ and ‘talking to’ a prospect.
  • Eighty percent of a sales call is best spent listening to your prospect.
  • Twenty percent of your sales call should be spent asking questions to gain a clearer understanding of your prospects needs.

People want to buy, however, they just don’t want to be sold. If you can shift your thinking from selling to serving, you’ll be pleasantly surprised at your results.

Core Business Assessment


Brooke Billingsley

Vice President
Perception Strategies

Synnovatia is a strategic coaching firm that is detailed and knowledgeable about business. i have a small business that grew from $150K to $750K because of the goal setting and resources that Synnovatia provided. It saves me years of learning on my own.

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