call reluctance: 3 steps to overcome your fear of rejection when selling by phone
TRANSCRIPT
Michael Pedone, founder of SalesBuzzAnil Somaney, VP of Business
Development at InsideSales.com
CALL RELUCTANCE: 3 STEPS TO OVERCOME
YOUR FEAR OF REJECTION WHEN
SELLING BY PHONE
webinar
Michael PedoneFounder
Salesbuzz.comlinkedin.com/in/michaelpedone
@MichaelPedone
Today’s Speakers
Anil SomaneyVP Business
DevelopmentInsideSales.comlinkedin.com/in/
anilsomaney
THANKSFOR JOINING US LIVE!
HOW THIS WILL WORK• This webinar will last about an hour• Type in your questions in the Q&A box as you think
of them• Write down some action items• This is being recorded… I’ll tell you how to access
the recording at the end• Refresh your browser if you experience any issues
ABOUT MEAnil Somaney is a seasoned executive with the ability to leverage his analytical & operational disciplines to transform a business. Anil has spent most of his career at AT&T where he held multiple roles across Sales, Sales Operations, and Finance. Currently, he is the Vice President of Business Development at InsideSales.com and serves as a product advisory board member at SalesHood.
Anil, his wife Jennifer, and their 7 year old son reside in Allen, Texas.
Anil SomaneyVP Business
DevelopmentInsideSales.comlinkedin.com/in/
anilsomaney
ABOUT MICHAEL PEDONE• Tell us a fun fact• What is your role • Where you gained your
experience• What makes you an
expert• Where people can find
your content
Michael PedoneFounder
Salesbuzz.comlinkedin.com/in/michaelpedone
@MichaelPedone
IF YOU’RE READYGIVE US A THUMBS UP.
WHAT TOEXPECT
What Causes “Call Reluctance”
How to Overcome it
How to Avoid it From Happening In the Future
CALL RELUCTANCE | Michael Pedone
POLL 1:
CALL RELUCTANCE | Michael Pedone
The Negative EffectivesOf Call Reluctance Are…
CALL RELUCTANCE | Michael Pedone
SO…WHAT CAUSES “CALL RELUCTANCE”
LIST Fear
LIST Fear
Rejection
CALL RELUCTANCE | Michael Pedone
TWO BIGGEST REASONS FORCALL RELUCTANCE ARE FEAR
AND REJECTION
WHATCAUSES
FEAR?____________________________
____________________________
____________________________
WHATCAUSES
REJECTION?____________________________
____________________________
____________________________
CALL RELUCTANCE | Michael Pedone
So How Do We SOLVEThese Two Factors?
CALL RELUCTANCE | Michael Pedone
CURING YOUR FEAR
CALL RELUCTANCE | Michael Pedone
Cure Your Fear by Knowing Your:
Sales Objective
CALL RELUCTANCE | Michael Pedone
Your Sales Objective is to Help!
CALL RELUCTANCE | Michael Pedone
How Do We DrasticallyREDUCE REJECTION?
CALL RELUCTANCE | Michael Pedone
By Fixing What’s Broke
CALL RELUCTANCE | Michael Pedone
Your Sales Process is What’s Broke
CALL RELUCTANCE | Michael Pedone
THE FINAL PIECE TO ELIMINATING CALLRELUCTANCE IS TO
ROLE-PLAY
3-STEPS TO OVERCOME CALL
RELUCTANCEMake Sales Calls with the Intent to HELP Your Prospects
Fix Your Broken Sales Process
Role-Play
CONFIDENCE IS KING…
VS
POLL QUESTION• Are you using any type of predictive analytics to
know who to call or when to call?
NOT ALL DIALS ARE EQUAL
TECHNOLOGY
VS
LOCALPRESENCE
GAMIFICATION
• Increase individual rep motivation
• Add Visibility Into Performance
• Recognize Top Performers
TRAININGPRODUCT SALES SKILLS CAREER PATHING
• Product features & functionality• Only go as deep as the
role
• Be able to understand application to customers
• Ability to articulate benefits from using the tool themselves
• Deep understanding of the sales motions
• Be able to reference case studies, proof points, etc.
• Reinforced through sales peers
• Quarterly career planning discussions
• Clear expectations for advancement
• Coaching behind targeted skills
OPERATIONAL• Daily targeted coaching behind published KPI’s• Remote call monitoring with feedback weekly (4/rep/month)• Coach behind trends (don’t play Whack a Mole)
TODAYS WEBINAR RECORDING• Tomorrow we will email you a link to today’s
recorded webinar. Feel free to share it with your colleagues.
• Take advantage of the resources available for download
QUESTIONS & ANSWERS
USE THE Q&A BOX NOW.
Michael PedoneFounder
Salesbuzz.comlinkedin.com/in/michaelpedone
@MichaelPedone
Today’s Speakers
Anil SomaneyVP Business
DevelopmentInsideSales.comlinkedin.com/in/
anilsomaney