| By :
Andy Grant
If you're a sales professional, you might have noticed that there are some days when you wake up just raring to go, and then there are other days when the telephone seems to weigh 1,000 pounds. Yet making sales calls (whether to book sales appointments and meetings, or to close sales by phone) is an essential part of the job for most sales professionals. Learn some simple tips for combating "call reluctance." Step #1: Set clear and specific goals. Too often, the difference between stellar sales representatives and mediocre ones is as simple as what lies in their goals. Setting clear, powerful goals will always lead to more specific (and dramatic) results than having a laissez-faire attitude. Additionally, when you have a specific purpose that you are setting out to achieve, it helps combat call reluctance, because you are moving with a mission. Step #2: Write out and post your goals where you can see them. Did you know that people who write down their goals are ten times more likely to achieve their goals than people who don't write them down? There is power and commitment in writing your goals, and posting the goals in an obvious place means you'll see and review them frequently (as opposed to having them filed away in a drawer or journal). The more you read your goals, the more the desired outcome is impressed upon the subconscious mind, and the more quickly the result can manifest. Step #3: Remember that people love to say "yes." When you are focused on creating a win-win scenario, people love to say yes. They may require your assistance in getting their questions answered, or finding a reason to say yes today instead of someday, but people love to say yes, love to buy, and love to have their problems solved. If you need proof of this, just pay attention to the other cars on the road the next time you venture out to a sales call - notice how many temporary license plates you see on new and nearly new cars. People are buying, and they are buying every day! When you keep this fact in mind, it makes it easier for you to pick up the phone and find the folks who are ready to say yes today (as opposed to dreading talking to those who want to say no). Step #4: Take a moment to clear your mind before picking up the phone. Notice, we recommend "a moment." If call reluctance is creeping in, it would be easy to take an hour, a coffee break, or a "I think I'll reorganize my desk" break but really all it takes it just a moment to clear your mind, and make your calls without a lot of background noise inside your head. Many sales professionals find it helpful to read their goals silently before picking up the phone to dial a prospect.
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