The phone: Fear and loathing in sales
There’s a basic premise behind increasing revenue from sales: if you want to increase revenue you need more sales; and to have more sales, you need more sales conversations.
One of the quickest ways to do that is to — gasp — pick up the phone. But for many entrepreneurs, picking up the phone is an exercise in fear and loathing. In short, they suffer from phone fear. And it’s reached epidemic proportions.
The shame is that this fear of the phone is unwarranted.
I know from working with entrepreneurs that once they get comfortable with the phone and use it properly in their sales, that they not only get comfortable — they see the return. And then they want to do it more.
The core question is: Why don’t you want to pick up the phone? What’s stopping you in the darkest recesses of your mind? What’s the worst that could happen? What are you afraid of?
These are the common fears and resistance we hear (and help entrepreneurs overcome):
• Fear of rejection
• Unclear on who to call
• Not knowing what to say and how to say it
• Being uncomfortable calling strangers
• Unsure of how to control the conversation
• Unclear of the outcome they want from a phone call
There are two key elements to getting over phone fear and just diving in. The first is, simply committing to DO IT. The second is preparation — which should pump up your confidence and sense of control: Who you are calling? Why you are calling them and what are your objectives for the call?