Sales Training Coaching: How to Use Call Reluctance to Your Benefit


In sales training coaching, one of the biggest obstacles many people face is getting on the phone. Sometimes even thinking about calling warm leads will get the same response. Some common fears are “No one ever buys from me”, “What if the prospect yells at me or hangs up”, “I don’t know what to say”…any of these striking home? What is your biggest fear?

That knot in your stomach, the pounding in your chest, the tightness in your neck and pain in your head…is normal. It’s just your body communicating with you. And if you listen, you will know what to do. These signs are like the “red” traffic light. STOP!!! Stop? Aren’t I supposed to just move forward? Only if you want to get sideswiped by a semi. These warning signs are telling you that you are about to make a call that is all about you. And you may think you need to, so you can get your point across or make that sale. But if you can step back and ask yourself a few questions, to get into a new state, you can get those feelings to dissipate…and with time even disappear.

Sales training coaching tip #1 – When you feel nervous or anxious, stop and ask yourself the following questions:

Do I need this client/ customer?

Do I want to help this person?

Am I ready to offer value to this person?

When you are not trying to get something out of someone, and can be there for them and their needs…your body will relax. Hopefully you can relax enough to get the “green” light. If you have the “yellow” light, then proceed with caution. If the light switches back to “red”…STOP. And re-focus.

Sales training coaching tip #2 – Have a script of what you are going to say. Make sure you refer back to tip #1. A lot of people tell me they don’t like scripts, they say they aren’t “natural”. What about movies? Good movies. The scripts are just so rehearsed that they come up naturally. The key is practice.

Sales training coaching tip #3 – Pattern interrupt. This means doing something so silly that you forget that you are nervous. Put on a crown if you want to be the King or Queen or Cold Calls, or do a silly dance. My favorite example is a video you can watch for coaches ending call reluctance.

So the next time your feel that “call reluctance feeling”, thank your body for doing a good job! With enough practice you may even look forward to calls.

Colette Seymann

JTS Advisors Accountability Coach

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