The sales process seems to be getting more difficult and if you don’t know what you are doing it can be scary. On today’s episode of The Sales Evangelist, Donald talks with salespeople Ari and Kristen about how to overcome the fear of cold calling.
What makes cold calling scary?
- No being prepared to have conversations with high-level executives and to overcome their objections. If you learn what the prospect is selling and who they are selling to you will have a better chance.
- The fear of sounding stupid. If you haven’t done your research you will sound like you don’t know what you are talking about. The conversation will be more organic and authentic if you have done research beforehand.
- The fear of hearing no. Once you accept that a majority of the people you call are going to say no, it is easier to handle it. Reframe your thinking and realize that the prospects who say no aren’t the ones you are looking for.
How do you effectively do research and still maintain volume?
- As you get better at research, you can do it a lot faster. With experience, you can see common trends in each industry.
- Have an understanding of what their business is going through, even if you are totally off, a good senior-level leader will appreciate the fact that you did research.
- Focus on what they sell, who they sell it to, and how they sell it. You don’t need to read an entire annual report to understand what they do.
- Use all resources available to you including job descriptions.
What advice do Ari and Kristen have for BDRs who are scared
- You won’t get over the fear of making calls by not making calls. Make as many calls as you can and learn from your mistakes.
- Practice with a team lead, manager, or AE. Record your role plays and have your manager review them.
- Let yourself be vulnerable and let yourself make mistakes.
- No question is a dumb question, if you are having trouble ask for help.
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