3 Ways to Overcome Call Reluctance

Picking up the phone and making “cold calls” has never been easy, and this has prevented many reps from making the calls that can make them more sales and more income. Instead, reps these days tend to spend more time communicating on social media and sending emails.

Top reps still prefer to pick up the phone and have conversation, and this remains the best way to not only speak with someone, but to qualify them as well.

If you’re suffering from call reluctance, there is a way out! Simply follow these 3 proven ways to making calls easier, and confidently.

One: Avoid call reluctance by scripting out what you’re going to say and how you’re going to respond to the inevitable objections and stalls you’re going to get. Once you have, then read them into your smart phone and listen back to the wording and your delivery so you’ll internalize them.

This way, you will be able to pivot easily and naturally when you need to, and you’ll avoid sounded scripted. But having a best practice outline/script will give you the confidence to make the calls that will make you successful.

Two: Give your prospect time—as soon as you can—to respond to you. That means, you want to avoid opening with a monologue, and instead, state your value prop quickly and get to a question so they can interact. Something like:

“Hi ________, this is _______ _______  with _________ company, and I’m simply calling about our XYX. Quick question: How do you (or your company) use XYX?”

Three: Set a goal for the number of calls you’re going to make each day. Nothing motivates more than concrete goals, and having either a # of dials, or # of conversations, or, best of all, # of appointments a day will keep you smiling and dialing!

Bonus: The absolute best way to get better at making calls is by recording your calls and listening back to them. Make it a habit to listen to at least one of your calls every day! Doing so will help you identify where you need to improve—and how to do it.

There you have it: Three ways to overcome call reluctance. To get the most from these tips, combine all of them with a commitment to being the best in your company or industry. Remember: picking up the phone when those around you are sending emails, will put you way ahead of the pack. So, use these techniques to help you do just that!


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

One Great Close You Should Be Using

How do you handle the following two big objections?

“Your price is too high.”

“I can get a better deal/rate/price using XYZ”

Arguably, these may be the two most frustrating objections sales reps get, and interestingly, there is one technique that works amazingly well—but few sales reps use it.

Instead, the vast majority of reps stumble when they get these objections, or worse: they lower their prices to try to compete.

The best way to handle this is to…

Isolate it! Just like you should do with most objections.

Here is the easiest way to do this:

Whenever you get either of the two objections above, simply respond with:

“In addition to price, what else is important to you?”

OR

“In addition to price, what else is holding you back today?”

Then hit that oh-so-important MUTE button, and let your prospect tell you how to sell them.

That’s it!

For those of you thinking this is too easy, I challenge you to use it for the next month each time you get this objection.

You’ll be amazed at what you hear—and how much further you can take your prospects…


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

Ask for More to Get More

My sales numbers when through the roof when I changed one simple thing:

I asked for double or even triple the deal size at the end of each presentation.

Before this, I used to give my presentation and automatically default to the lowest deal size and be happy if I got it.

In fact, it was so bad that I even dropped the price to half the minimum amount, and I was happy if I got that!

What I didn’t realize at the time is that prospect’s often have a lot more budget than I think they do. In fact, once I started asking for larger deals—and companies and individuals started buying more—I was blown away by how easy it was!

In addition to getting larger deals, I also found it was easier to drop a prospect to a lower amount if I started high. Also, the amount I dropped them to was usually twice as much as I had been used to asking for to begin with!

It was a huge win/win.

As I coach sales reps these days and listen to how they ask for the sale, I’m reminded of myself because guess what? Most of them ask for the minimum amount, or the lowest priced package, or worse—they go below the lowest priced package and are happy when they get it.

The biggest problem with this way of selling isn’t just that they are taking thousands of dollars out of their company’s—and their own—pockets, but the worst thing is that they condition themselves to ask for, and get smaller sales.

And they do.

Take it from me (and all the top reps selling these days): The fastest way to double or triple your sales is to ask for more in the very beginning.

And the sooner you do, the sooner you’ll find prospects who say yes.

Do yourself a favor this month and starting at the top—rather than at the bottom—of your pricing sheet.

And watch as your income goes to the top as well!


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

Master the Fundamentals to Succeed

I was training a group of new reps last week, listening to one of their calls, and we found that the rep was ad-libbing right from the beginning of the call. The best practice script, which we had provided him, was far, far away…

This ad-libbing approach led to all the common problems we’ve chronicled before:

  • He didn’t qualify the prospect for timeline, budget, decision making steps or even buying motives.
  • He pitched “at” the prospect and didn’t use tie-downs, and so didn’t get buy in.
  • He dived right into pricing packages without finding out which one best suited the prospect.
  • He immediately dropped the price—without even receiving a price objection!
  • And many more errors…

I tried to teach him (and the other new reps) that pitching without mastering the fundamentals is kind of like painting before you understand the fundamentals of art, composition, and perspective.

You might have a lot of natural talent, have a lot of good ideas, have a good sense of color, but if you don’t know, for example, the proper use of perspective, then your paintings will always be somewhat “off.”

They may make sense to you—but to others?

All the great masters first learn the fundamentals of their craft before they start building upon them with their own style.

And it’s the same in sales. First, you need to know the basics—the fundamentals that will give your pitch focus and structure, then you can adapt your creativity, your talent, and intuition to a selling situation.

And, by the way, this applies for more experienced reps as well. If you’re a “pro” and you’re not making your numbers, then it’s time for you to go back to basics as well.

What to do? Dig out the most current version of your script and scripted rebuttals, and use them again.

Don’t have any scripts? Then buy 500 proven scripts here.

Either way, sales reps—both newer and more experienced—will always benefit from a proven, best practice approach.

Get yours, and start painting your masterpiece today!


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

“I Need to Think About It.”

If this objection frustrates you, then all that will end after you read this blog post.

First, remember: Most objections are smokescreens hiding the real reason a prospect isn’t moving forward.

Real objections can include things like:

  • They can get it cheaper somewhere else.
  • Their boss/spouse/purchasing won’t let them buy.
  • They like a different solution.
  • And many, many more reasons…

And “I want to think about it” is the perfect smokescreen.

Here’s one way I have successfully dealt with this and gotten the prospect to reveal what was really holding them back.

Pick one part of your offer (it could be the price, or the timeline for delivery, or the quality, or the guarantee, or the rate, whatever…) and say:

“That’s OK, and I’ve given you a lot to think about. Is it the price that you want to think about most?”

And then hit MUTE and listen to what your prospect reveals.

Often, they will tell you what it is, or they’ll tell you it’s something else.

And then you can deal with it!

If they say, “No,” then say, “OH?” and remain quiet—and listen to what they reveal.

Once you know what is really keeping your prospect from working with you, then you can deal with the real objection behind the smokescreen: “I want to think about it.”

Script this out for your product or service. Role play it in meetings. And then use it for a month and see what you find.

If you find the real objection even half the time, you’ll be that much closer to closing more sales!


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

How to Be a Leader

A boss says, “Go!”

A leader says, “Let’s Go!”

This quote sums up my management philosophy: A leader isn’t afraid of jumping into the trenches and showing their team exactly how to succeed in their job.

In sales, this means leading by example.

When I became a sales manager, I was already the top producer in the office (and this is how many managers are promoted), and it was easy and natural for me to jump on the phone and take over a call.

I enjoyed it!

And over the years, I found that this was the best way to train my reps—by modeling the closing skills and behaviors I wanted them to learn and practice.

What’s interesting in my training these days is that there are a good number of sales managers who resist this idea. They tell me that now they’re in management, they don’t “get on the phones” anymore.

Or, they tell me that it’s the job of the sales rep to make the calls—not them.

That’s a serious error.

Now, don’t get me wrong: I’m not suggesting you do their work for them (they’d become dependent on you if you did), but rather, it’s important to show them how it’s done.

If you take over a call they are struggling with or start a call they think will be difficult (and you record it), then you will be able to provide them with an example of the right way to handle that situation.

And they’ll learn how to do it right going forward.

In addition, by not shying away from picking up the phone, you will be viewed as a leader—rather than a boss.

And that means people will respect you and want to follow you.

And this is what a leader does.

There are many other reasons for getting on the phone as well:

  • You’ll keep your skills sharp.
  • You’ll get the wonderful feeling that comes from closing a sale.
  • You’ll earn the respect from your reps.
  • You’ll help the company, and your team, make their numbers.

And many more.

So, ask yourself: How often do you pick up the phone and show your team how to do it?

If the answer is, “I can’t remember,” or “That’s not my job,” I urge you to think again.

Get on the phones, make a sale, and start leading your team to greatness.


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

5 Questions for Influencers

More and more these days, decision makers hid behind their assistants or other influencers.

Many sales reps get frustrated by this and often try to get past these very important people, thinking that only the decision maker is worth talking to.

Big mistake.

As I’m sure you’ve no doubt noticed, influencers have, well, a big influence on the final decision sometimes, and they almost certainly have a big influence on the decision maker.

So use the five questions below to understand what role your influencer plays, and how you can use this information to have them help you make the sale:

Question One:

“_________, you probably work quite closely with (the decision maker), tell me, how open are they to adding (your product or solution)?”

Question Two:

“_________, in terms of what you know, what is their (the decision maker or committee’s) timeline for putting something like this into effect?”

Question Three:

“What other solutions are they considering right now?”

Question Four:

“How do you get involved in the decision on something like this?”

Question Five:

“How much influence (or input) do you have on the final decision?”

Bonus Questions:

“How closely do you work with (the decision maker or committee)?”

[If they are involved]:

“What are you recommending they do right now?”

And (If you’ve been able to pitch the influencer):

“From what we’ve just gone over, do you think this is something that would work for them?”

AND

“Give me your thoughts on how (the decision maker) is going to decide who to pick for this.”

And

“From what you know, what is (the decision maker) looking for in a solution like this?”

AND

“Given what you know about the urgency for making this decision, how soon do you think they will decide on a solution?”

As you can see, there are many areas and many questions you can ask which will give you tremendous insight into the sales process—if you just ask. 

Is the influencer going to know any or all of this?  Of course not!  But, again, more times than not, they’ll know a lot more than you might think. 

And if you begin asking some of these questions, you will know it, too!


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

Four Ways to How to Handle: We Already Have Someone

Prospects are good at blowing sales reps off the phone.

Believe it or not, they have scripts just like you do, and one of their favorites is: “We already have someone who handles that.”

This is an easy stall to get around—if you know how.

And after reading today’s post, you’ll have several ways to get past this stall and earn the right to have a conversation:

Approach One:

“I understand and I’ll try not to make too many waves here. Just out of curiosity, when was the last time you did compare services and pricing – you know, just to keep current on what’s available to you?”

Approach Two:

“I’m with you and believe me—I’m not here to cause trouble. But let me ask you this: isn’t it wise to at least know about your options just in case you need to make a change at some time in the future?”

Approach Three:

“I’m with you. So, tell you what: instead of me trying to sell you something, let me just educate you on what’s currently available in the marketplace—you know, so in case you need something further down the line, you’ll know who to call—that can’t hurt, right?”

Approach Four:

“No problem, I fully understand. Let me ask you this though: If something were to happen to your current provider, wouldn’t you at least want a dependable backup plan so you didn’t miss a beat?”

As you can see, these responses are meant to help you go around the stall/objection, instead of having you try to overcome it.

Try these this week and adjust them to your personality and your product or service. The more automatic you make them, the better you’ll get at getting past these stalls.


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

Two Simple Words to Open More Doors—and Close More Sales

The first word is “please.”

This may sound elemental, but I rarely hear sales reps use it when speaking with gatekeepers.

Instead, they just barge in and ask if so-and-so is available.

Or they just say they’re trying to reach so-and-so.

Rarely, however, do they use the most effective opening of all:

“Hi, is ________ available please.”

Try it this week and watch yourself get further with gatekeepers than you ever have.

The second word is, “thank you.”

Again, I know, this sounds too simple, too common place, too commonsensical. But you know what they say about common sense, right? “It’s not too common.”

I listen to hundreds of calls every month, and I rarely hear thank you (or please).

When a gatekeep puts you through, say thank you.

When someone asks how you are, say, “Thanks for asking…”

And so on.

This week, get in the habit of being super polite, of using these basic words of curtesy, and watch how people react in kind.

And watch how much further you get with gatekeepers!


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

A Better Way to Follow Up on Emails

Prospecting, Email, Appointment Setting, Cold Calling, Phone Sales, Sales Scripts, Sales Tips, Assume for Sale

Many sales reps struggle when following up on emails they’ve sent out to prospects (or even clients!).

When they get the prospect on the phone, they open with:

“Did you get the email I sent?”

OR

“Did you have a chance to review my email?”

These kinds of openings just create stalls, such as:

“No, I didn’t have time,”

OR

 “What email?”

Frustrating, huh?

Want a better approach? Try this:

When you get your prospect back on the phone, say:

“Nice to speak with you again. I did email you the information we spoke about, and I was wondering:

‘What did you like best about it?’”

OR

“What part of the information is the best fit for what you do?”

OR

“From what you read, what would you like to know more about?”

By changing your opening to something more assumptive (assume they’ve read it—if they didn’t, they’ll tell you!), and by asking a positive question “What did you like most about it?” (or any of the other questions above, or come up with your own), you’ll be leading your prospect to reveal their interest level and unique buying motives.

And that’s better than leading them to a stall, isn’t it?

Try it this week and adjust it until you find the best opening for your product or service!


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated