Kicking Call Reluctance to the Curb, Part Two

If you're just joining us, and missed last week's post, click here to read Part One of the four-part series on identifying and dealing with call reluctance.

A simple definition of call reluctance is the resistance or fear sales professionals experience when making cold calls.

A lot of factors go into call reluctance. Depending on your age, tenure, and how often you've needed (or been expected) to make outbound phone calls - and of course countless other inputs - could all play into how significantly you might feel hindered when you go to pick up the phone.

I also have high curiosity around questions like these:

  1. Is your overall confidence high?

  2. Does your prospecting philosophy include more than just cold emailing and cold calling potential clients?

  3. Are you strategically doing all you can to warm up your prospecting calls?

  4. Do you have a lot of wins under your belt in your current industry/role?

  5. Do you role play phone calls you plan to make? How frequently?

  6. Are you more strategic or tactical with your sales approach?

  7. Is a trusted sales leader or mentor guiding you with your prospecting efforts?

In coaching moments, I also notice a nuance that is absolutely worth calling out. A lot of sales professionals are actually cold emailing (one to one and targeted campaigns), but talk like they are cold calling. This is a subtly worth exploring. And, it might be subconscious and not at all intentional to mislead me. It takes a lot of follow up questions on my part to get to the actual medium used, how frequently that medium is used and the success rate of said medium.

Last week's post concluded with a homework challenge (click and scroll to bottom) - including setting a goal for how many calls you wanted to make this past week and then tracking your actual outbound calls.

Did you do it?

Did you hit your goal?

Did anything fruitful come from your efforts?

If you didn't set a goal or track your calls, maybe try for this coming week. Accurately tracking your outbound calling could be quite eye-opening.

This week's homework.

  1. Do last week's work if you didn't already!

  2. Scroll back up to the top and really reflect on some or all of the seven questions.

  3. If something really strikes a cord with you, pick up the phone, call a trusted colleague or mentor and schedule some time to discuss on the phone or in person.