Phones are not going to cause Cancer
What is the big deal? Why are sales people so scared of dialing the phones and make sales calls? This last Friday I sat down and talked to my business partner and we discussed a little experiment that he put together. He told me that he had called 30 people in one hour; just dedicating to dials. He sent out emails to almost everyone, letting them know his results.
Call Reluctance
So why do I see sales people on a consistent basis not call more than 100 people in their pipe line in a days period? I know one of the issues is call reluctance. Call reluctance is the mindset after a sales person gets off the phone that just lost a deal gives them this "shooting blanks" mentality. Every call is an opportunity and you are not going to close every call, so don't lose motivation, because you will always hear a bunch of "NO"'s. You need to press through and move on to the next opportunity. Have the "I can" attitude and not the "I CAN'T" attitude.
Numbers Game
Sales are about numbers more than any other factor. The more phone numbers you dial the more apt you are to have a lot of healthy conversations with those who want to purchase your product. If you sales person doesn't make at least 150 plus sales calls per day well, they're not really a sales person and they will not be successful.
Seeing the Prize
If Sales people could see all the customers they're going to get, they would dial so much more than they typically do. There's something about seeing the goal at hand that is more encouraging and motivating. Sales people really desire the outcome, but get demotivated easily. A way to push through this is focusing on the outcome; seeing the accomplishments. One way to see the prize is to set goals, such as how many calls you will do each day or week. Focus on the outcome and dialing will become much easier and faster.
No Excuses
But are you the problem as to why you are not getting deals? Stop blaming others and step up to the plate and challenge yourself on how many calls you can make in a day! If you're not blaming someone else then you are one of those type people that you are your own biggest critic and you will definitely beat yourself down. Either way stop what you are doing and tell yourself: "I'm not going to take it... no I'm not going to take it anymore... " (Sounds like Twisted Sister for a minute there). You need to remind yourself you are a winner, not a loser. So get off you butt and Call and Call and Call and make Sales Calls!