How to Coach Yourself To Make Telephone Sales Calls is very similar to how to coach yourself to do exercise.
I am very disciplined about doing some form of exercise every day of my life but this morning I really did not feel like it. Thoughts ran through my head like “Have a day off”, “You deserve a rest”, “One day off won’t matter”.
Then the self motivational voice kicked in with the reasons why I should go to the gym even if I did not feel like it. “You know you will have much more energy after going”, “You will feel so good,” “Your brain will function so much better and you will get twice as much done when you get back.” I listened to that voice and I am so glad I went. That’s what inspired me to write these tips to you straight afterwards.
The process of self coaching is not too different when selling. It’s easier to sit back and send a few emails instead of picking up a phone to talk to someone. To get yourself to make the calls you will need to give yourself a few reasons why you would do that.
Ask your self motivational voice to come forward and remind you of the reasons why you would make the calls rather than send emails. It could be :-
“I know that making the calls is the one thing that eventuates in sales more than anything”
“Making the calls keeps me in a job because it gets results”
“I know connecting with people in a two way conversation is going to develop a relationship far better than pushing my stuff at them in an email.
“Once I get going, set myself a goal of how long I am going to call for, how many sales I want and keep focused, I will be rewarded”.
If you are more motivated by fear, then you might choose to think
“I must prospect every day or my business will die”
Remember self discipline is very important if you want to be a great sales person. If the above self motivational thoughts don’t fit for you, start working on your own and bring them into your life when you don’t feel like making those calls.
You can find many more sales and telesales tips on call reluctance on this link.