Call reluctance can be painful. Anyone who has experienced the discomfort and anxiety that stops them from making calls, does not want to admit how awful they feel about this irrational ‘weakness’. Nor do they want to listen to logic about how successful they’ll feel after making the sales that invariably follow sales calls.
People who are confident in multiple areas of their life may feel ambushed by their surprising inability to pick up the phone, which characterizes call reluctance. Trying to understand the origins of one’s call reluctance can be confusing at best. As an Executive Recruiter who has trained new Recruiters for years, the term we use in reference to pondering why we don’t make calls is ‘analysis paralysis’.
The sales profession has lost millions of potentially phenomenal sales people. Many quietly left with their heads bowed in shame because they could not reconcile their fear of cold calling with their professional image. They know they were competent, but the cold call issue makes many people too miserable to give the sales profession a chance. The sales industry is littered with wasted talent.
What’s the solution? After years of trial and error, I stumbled upon Emotional Freedom Techniques (EFT) and the results were spectacular in another area of my life, so why not apply it to cold calling? EFT is simple, fast, effective, and available. Another positive quality is it works incredibly well!
Think of EFT as emotional acupuncture. Our physical body is an intricate energy system. Past experiences, negative emotions, traumas, and painful memories, stay within our systems, creating havoc for us in the present, until we dislodge and rid ourselves of them for good.
Medical and healing practices around the world are using EFT daily with consistent, positive results. Because EFT lends itself to modification, it’s the ideal modality for overcoming call reluctance. Anyone can be rid of the consequences that follow when sales calls are not made!
EFT is easy to learn. There is a short and a long ‘tapping’ sequence for users. As we tap a series of pressure points on our body, paired with statements acknowledging the discomfort we want to eliminate along with a positive acceptance of our being, the negative emotions vanish.
If you’re a skeptic, that’s okay. Try EFT and judge for yourself. I felt the same way. How could something so simple accomplish what we’ve come to believe takes years of therapy? I’m not a scientist and frankly I don’t care how it works, just as I don’t care to understand how every component works inside the engine of my car. I love the fact that EFT works amazingly well and I’m no longer concerned with why it’s so effective.
The burden from guilt, shame, insecurities, feeling incompetent, and every other possible negative emotion related to the discomfort of call reluctance, can be eliminated with EFT. When we are emotionally free to work happily and unhindered by ancient emotions, our world changes dramatically.
You know it’s only human nature to resist new ideas, concepts or changes in our immediate environment. Why is this true for each of us? Resistance is a learned behavior that we have learned through our life experiences. Our experiences have caused us to become conditioned to resist certain changes in our environment. We resist because it’s more comfortable the way things are then if you were to change something in your “safe environment.” Now let’s apply this ideology to your sales prospects, are you ready?
I’m thinking of two words here, can you guess them? Your prospects will use these two words as a way to resist you and what you are selling. These two words are called “Sales Objections” and they will be a constant variable in the sales process. The only power that you have and that you can control is how you react to these objections. Charles Swindoll, American author, once said that life is “10% what happens to us and 90 percent how we respond to it!”
What are some strategies that you can use in response to your prospect’s resistance? The most obvious answer would be the questions that you ask your prospect that help them self-discover why they need your product or service. This makes a lot of sense, however, prospects are not waiting for your call, they are busy and very often prospects can be impatient. How do you even the playing field so that you can reduce this resistance? Below are seven practical tips that you can use immediately to reduce cold call resistance and these tips include:
1. USE HUMOR TO REDUCE RESISTANCE
Humor has a permeating effect to instantly change a prospect’s attitude from negative to positive. Try using a clever comeback when a prospect presents you with a sales objection. Another use of humor can be incorporated into the messages that you leave on your prospect’s voicemail. Since most voicemails from salespeople all sound the same they are than more likely to be deleted. When you use humor, you are standing out in a very unique way and you can expect to receive an immediate callback.