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The Sales Evangelist

Larry Long, Jr. on the TSE Podcast

Are you scared to make that cold call?

Your heart is pounding fast, and your hands shake as you pick up the phone to call a random stranger.

Are they going to take the time to listen to you? Will you be able to make a sale? Or are they going to say something rude and hang up the phone?

If you’re nervous about making the phone call, you must listen to this week’s episode of the Sales Evangelist Podcast. Host Donald Kelly speaks with Larry Long Jr. on how sales representatives can overcome their fears of making the call. Listen for insightful tips on overcoming your fears of cold calling.

Who Is Larry Long Jr.?

  • Larry Long Jr. is a keynote speaker and MC coach with years of experience in the sales profession.
  • He helps other sales representatives with performance coaching, sales, entrepreneurship, business, and training.
  • He now hosts The Cold Calling Podcast, where he coaches sales representatives in making cold calls.

How Do You Overcome the Fear of Failure?

  • Larry shares a story of him making a cold call, and the person told him to jump off a bridge. Unsure what to say next, he told the person to have a blessed day and hung up the phone.
  • How did he overcome this rejection? He kept going and continued to make phone calls and didn’t let one objection hold him back from making sales.
  • For you to overcome the fear of failure, give yourself grace. Yes, you will make mistakes, and potential clients will object to the sale you’re offering, but you must keep going.

Changing Your Mindset

  • Larry shares a story of him playing baseball in college, and he was at the point where he wanted to give up. His dad told him not to give up and to have a positive attitude. He noticed a change in his baseball career once he changed his mindset and kept practicing.
  • Larry and Donald share the importance of working with a company that strives to improve their employees. It’s also a good idea to seek advice from co-workers on how to do better.

Winners Focus on Winning and Losers Focus on Winners

  • Don’t focus on another person’s chapter in their career. You have no clue how hard things were for them in the beginning.
  • Instead, focus on yourself and seek to improve from the day before. 
  • Have a purpose for why you must work hard and stick to it. Also, know everything will be okay when you focus on yourself instead of others.

The Moral Obligation to Make the Cold Call

  • Larry shares an inspiring quote from Dr. Martin Luther King Jr., “Life’s most persistent urge and urgent question is, what are you doing to help someone else?”
  • Apply this quote to how you handle cold calls, and don’t think about your needs. The sales industry is about solving problems and helping people.
  • Listen to the Cold Calling podcast if you need help handling cold calls better. It’ll help you leave your comfort zone and start putting yourself out there.

This episode should motivate you to pick up the phone and make that cold call. Get out of your head and start making those cold calls today!

Subscribe to the Sales Evangelist Podcast to become a better sales representative. Your host, Donald Kelly, is always here to help you achieve greatness and win big in the sales industry.


Larry Long Jr. LinkedIn

Larry Long Jr.’s website

Jolt – Larry Long Jr.’s book

Cold Calling Podcast

Sell It Like A Mango – Donald C. Kelly’s book

Sponsorship Offers

Sponsorship Offers

  • This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

  • This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse

  • This episode is brought to you in part by Calendly.

Calendly is the leading meeting scheduling software, that automates your scheduling, speeds up your sales cycle, and closes more deals. Get started for free or learn more@calendly.com

  • This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the sales evangelist.com/linkedin


As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

About the Author The Sales Evangelist

Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.

Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.

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