Introduction: Managing Anxiety When Calling Prospects

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Welcome to Djaboo’s weekly column, highlighting helpful tips and insights from real sales leaders.

No matter how often you contact prospects or how many years you’ve spent colombia number screening in sales, you’ll always feel a little anxious before picking up the phone. But that’s not necessarily a bad thing. If you’re anxious, you’re taking this job seriously.

Anxiety only becomes a problem when it affects your ability or willingness to make calls. There are reps who will go to great lengths to avoid making calls, which predictably hurts their ability to fill their pipeline with new opportunities.

If the fear of contacting buyers bothers you, here are five strategies to overcome it.

How to overcome the task of contacting potential customers?
1. Make the goal a “no”
As a sales manager, whenever I wanted my team to spend more time on the phone, I would hold a “no” contest with a quota. The winner was the first person to get 25 “nos.” Instead of feeling discouraged by every “no” from their prospects, my reps were excited.

This approach is effective because it also allows us to hear “yes.” One of my reps made 28 calls to reach her quota of 25 “no”s because three prospects decided to reschedule.