16 Types of Sales Call Reluctance and How To Overcome Them

Are you tired of feeling anxious and fearful of making calls? We think there’s so much more to your reluctance than just fear!

You’re lucky to have found our ultimate guide to the 16 Types of Sales Call Reluctance and How To Overcome Them. 

This article will provide you with everything you need to know:

Why salespeople experience call reluctance
Signs of call reluctance
The impact of sales call refusal on your sales career
16 types of over the phone reluctance
Call reluctance handling: best practices for sales leaders
Sales training programs to help SDRs

📖 Read on! We curated them all in one place just for you.

Phoebe Cris Cruz
Updated on:
Nov 21, 2022
Overcome the 16 Types of Sales Call Reluctance | AI bees

Reluctance is Beyond Just Fear

Are you familiar with the sinking feeling that comes with making cold calls?

How about the fear of rejection and failure?

Some salespeople mistakenly believe that Sales Call Reluctance is simply a fear of picking up the phone. 

Do you think so too?

What if I tell you that there’s so much more to it than just fear and that you can overcome it through several methods?

I’m sure you’re interested! 

Let’s dive in.

1
Why Salespeople Experience Call Reluctance
2
How Prospecting Procrastination Manifests Itself
3
Signs of Call Reluctance
4
What’s the impact of Sales Call Refusal on your sales career?
5
16 Types of Sales Calls Reluctance
6
What is a Sales Call Assessment?
7
How To Overcome Sales Rejection
8
How do you relax before a Sales Call?
9
Call Reluctance Handling: Best Practices for Sales Leaders
10
Sales Training Programs to Help SDRs
11
Final Note

Why Salespeople Experience Call Reluctance

Sales call reluctance

There are various reasons for call refusal. We have defined six for you. 

Spoilers alert, they’re all natural and avoidable (We’ll get to that later)

The Natural Fear of Rejection

Are you like other business owners who are reluctant of calls because there's fear of rejection? 

Rejection is critical and unavoidable. 

fear of rejection when cold calling

In a 2015 study entitled "Emotions Responses to Interpersonal Rejection" indicated that rejection can induce multiple negative emotions, including pain, shame, and loneliness. 

Which can be discouraging from your end.

A further analysis in this research believed that people anticipating rejection experience a stronger emotion of fear compared to the actual rejection.

Calling The Wrong Prospects

Cold calling is effective when a good number of contacts are at hand. 

Does higher quantity beat having quality leads? Of course not.

You can get prospects from lead generation firms once or twice a week. Making sure that your prospects actually fit the profile of a client your business might have can save you time and other resources.

Corporate Culture

corporate culture

A company’s set of values is very important to sales. 

Being in an environment that pushes you to be better and prepares you for the tasks your job demands from you is a very important factor that affects your performance, especially in cold calling where rejection is inevitable. 

A healthy company culture is associated with numerous positive outcomes for businesses, including higher creativity, better employee retention, and even a marketing advantage.

More people choose to do business with companies that they believe are doing good in the world.

Lack of Training and Support

lack of training and support

Calls are not hard to make, right? 

If you agree, this might be your biggest mistake yet.

Successful cold calls mostly have some level of organization and direction. Call templates and pre-call preparations can help establish the tone for fruitful interactions. 

While you shouldn't really be following these guides rigorously, making cold calls without them can be tricky.

Sales materials for cold calls assist you in adhering to your company's communication standards. You can’t disregard the importance of reference points for the crucial conversational aspects you must address and help you set a call straight if your prospect goes off the track.

If your organization has these resources, it is in your best interest to use them.

Neurological Predisposition

Neurological Predisposition

There’s actually a study that backs up your fear of rejection.

Dr. Geraldine Downey and Dr. Scott I. Feldman proposed the Rejection Sensitivity (RS) Model in 1996, claiming that certain persons are more sensitive to rejection than others. 

Since this discovery, several scales have been introduced. A group of scientists led by Ethan Kross conducted a study on brain activity in people with high and low RS in 2007.

According to the MRI results, those with poor rejection sensitivity have increased activity in a brain region (lateral prefrontal cortex - LPFC) associated with general top-down cognitive control of behaviour.

List of Low-quality Leads

weak leads

Many firms hold unto their list of leads without considering the necessity of an updated and high-quality list. 

Not every leads offer good results. In fact, older lists often contain older records. 

A lead can be defined as someone who:

  • shown an interest in your goods and services
  • provided you with their contact information
  • participated in a webinar that you hosted
  • obtained a free guide
  • subscribed to your newsletter

When SDRs contact a prospect while banking on the old information you have, they experience the stress of failure, which adds to heightened fear of rejection.

How Prospecting Procrastination Manifests Itself

Procrastination when cold calling

We can all trick our way into fearing something and fully believe that the anticipation of failure that we have is absolute. 

We're all quite good at deceiving ourselves into avoiding the things we dread, utterly certain that what we're doing makes perfect sense.

When you feel reluctant of calls, you probably thought about these things to avoid doing what you actually intend to do:

  • I’m concerned that I won't be able to answer some of the prospect's questions
  • I’m sure that useless busywork is necessary and that over-preparation is the only way to succeed
  • I need additional time to research about my prospects

While this is not an avoidance habit that you mistake it to be, but rather a necessary check of yourself to avoid being unprepared, you still need to make sure that you keep your priorities in check and get things done!

Signs of Call Reluctance

Fear is not a simple problem, but you can overcome it. 

To find effective solutions, you must first acknowledge the problem and accept its existence. 

Are you familiar with the five issues we’re about to enumerate? Let’s find out.

Over-Preparing Before Your Calls

Over-preparing before calls

It's important that we prepare our salespeople to meet our standards before they can communicate to prospects and lead them to make the purchase decision and make the best possible sales decision. 

Researching a prospect's needs and problems before you make a call will undoubtedly help your prospect feel comfortable in a phone conversation.

Is there such a thing as being too prepared? 

Yes.

Suppose you constantly feel underprepared for an upcoming call. In that case, even if you have done all the research necessary and spent more time in preparations than you actually make contact, you may be overthinking and suffering from lapsed productivity.

Feeling Ashamed of Being in Sales

Shame for being in sales

Many salespeople have all of the characteristics to be effective. 

You can have fantastic sales results and are highly appreciated by your companies, yet you are never content with their sales job. The afflicted title of “salesperson” simply feels uneasy for some and makes them feel guilty about being in sales as they believe their profession is somehow inferior to others.

Sales Job Titles usually bear some sort of embarrassment (which should never be a case in the first place). 

To some, being considered a salesperson of any type can be shameful, therefore they seek alternative titles to conceal the fact that they work in sales at all. 

They are definitely confused and conflicted, as their job is nothing to be embarrassed about.

Frequent Procrastination

frequent procrastination when call reluctant

When we think of tasks that cause dread, it becomes easy to re-assess or delay them for tomorrow’s workday. Often, procrastination is disguised by minor tasks related to your main objective, like visiting email and social media to receive prospects' messages. 

However, when these jobs are carried out at a time when you need to commit to making your sales calls, this is just hindering you and, in the end, aggravates your problem.

Always Anticipating the Worst-Case Scenario

worst-case scenario when cold calling

Yes. 

Sales conversations are sometimes not so simple. 

Sometimes it can be necessary to tell customers that you can't help their problem. And those kinds of phone calls are often extremely heated, resulting in customers facing a second problem. 

However, if you find yourself paralyzed by endless “what ifs”, then this indicates receptiveness in your call.

Not Asking for Referrals

Referrals are among the best forms of customer acquisition in the world. 

This allows your sales to grow, and your customers will love to know about your company and your services. 

Never underestimate the power of being recognized by your clients and partners as a trustworthy brand when it comes to their needs. 

What’s the impact of sales call refusal on your sales career?

Career impact of sales call reluctance

You might think that sales call reluctance is very prevalent and easy to address. This is true, but it can also quickly become a significant obstacle to your business.

What happens to your career when this problem persists?

Let’s discuss.

You Significantly Damage Your Potential Sales Performance

Damage sales performance

You may feel abandoned when your customer or prospective customer can not trust the product or  the service you provide them with. 

When people have no choice in a business relationship with their customers or prospects, problems will continue to develop. 

They may even less often deal directly with you which will reduce sales drastically. 

Additionally, your leads may cool down as the connections keep passing by.

You May Be Terminated from Your Company

Company termination

Reluctance to make calls negatively impacts all aspects of your sales performance. 

Leaving these patterns uncorrected will not go unnoticed and could lead to you to losing your job. Reluctance is common in most salespeople's careers. 

It’s always best to work for better customer satisfaction. 

You May Be Denied Advancement Opportunities

Your performance matters. 

If you don't have a consistent performance and accomplishment history, it can make your chances of being considered for a promotion a little lower.

16 Types of Sales Calls Reluctance

You might be familiar with the traits that manifest when your experience Sales Calls Reluctance, but ever wonder if there are names for each type? 

Take a look at this infographic and see if you know a specific type prevalent in your business:

16 types of sales call reluctance

1. Doomsayer

Doomsayers will not take chances and redirect their attention away from potential purchasers, resulting in sales stagnation. Salespeople continue to focus on worst-case prospecting scenarios.

2. Over-Preparation

Over-preparers tend to over-analyze and delay taking action. They spent too much time in sales preparing what they were going to say but not enough time prospecting for the audience.

3. Hyper-Pro

Hyper-professionals feel compelled to manipulate people's perceptions to appear above average while concealing self-doubt and a skill gap. It's almost as crucial as the actual sales activities to project a successful image and look more knowledgeable.

4. Stage-Fright

Due to emotional discomfort, a crippling fear or hatred of presenting to groups. Other types of prospecting, on the other hand, maybe unaffected.

5. Rejection of a role

Feelings of uneasiness or guilt frequently accompanied this professional choice. They realize the prospects available in sales, but the negative perceptions about selling make them feel like failures, followed by worry about what others think about their chosen vocation.

6. Yielder

Yielders are more likely to back out of a sale than to pursue it to a satisfactory conclusion. Dread of being perceived as selfish characterizes a yielder and intrusive in prospecting for new business.

7. Social Self Consciousness

This self-imposed emotional hesitancy prevents productive connection with specific customer target groups, as well as meeting them at all. 

Differences in education or position are examples of triggers. Other sorts of prospecting may be unaffected, even though this is a highly targeted concern

8. Separationist

Their fear of conflict or rejection defines separationists, especially when asking friends or peers to expand their sales network.

9. Emotionally Unemancipated

Fear of emotional conflict or rejection while asking people to help expand their sales network or influence. It can have negative implications even in sales situations where calling on family members is appropriate or when people are not accessible due to death or geographical distance.

10. Referral Aversion

 Referral aversion is the emotional discomfort associated with requesting existing clients for referrals. It has little or no impact on salespeople establishing new contacts or closing sales.

11. Telephobia

Telephobia is the inability to use the telephone to further sales goals. However, face-to-face prospecting may be unaffected.

12. Oppositional Reflex

The inability to share power or be supported is a defining feature of Oppositional Reflex. High approval demands and low self-esteem are common symptoms. It also comes with a solid desire to dispute, make excuses, and point fingers at others. These salesmen cannot accept coaching, advice, management, or training because they are emotionally incapable of doing so.

13. Discomfort with Online Prospecting

Discomfort with online prospecting occurs when using social media and other cutting-edge technology.

14. Complex Selling

When selling under complex sales circumstances, there is a sense of discomfort.

15. Extensions of Time to Sell

How salespeople handle cross-selling, up-selling, and on-selling situations

16. Making Payment Arrangements

Conclude reluctance, or how people act when they need to close a deal, is related.

Everyone can overcome call hesitance, whether they're full-time salespeople, business owners, or startup founders who have to generate new leads. You may do this by first figuring out what's causing the problem, then conducting a sales call assessment.

What is a sales call assessment? 

You can use the assessment to detect and measure the possibility of specific fears of prospecting. 

The evaluation is not a personality test or a measure of a person's accomplishments. It's a valuable technique for identifying potentially ineffective practices that could lead to sales failure.

You can download a copy of our Sales Call Reluctance Guidebook and Checklist for SDRs and Sales Leaders to try it out!

How To Overcome Sales Rejection

Overcome sales rejection

I’m sure rejection sucks.

But having your proposals rejected offers your business opportunities to improve the selling strategy. 

How do people handle rejections and help them understand the customer base and the market? 

In many sales strategies, associates include questions to help customers find what they are looking for. It can help identify trends that can improve product performance and service quality in a business context. 

Another reason for the importance of this type of discussion is increasing sales success and the identification of improvement areas.

We’ve curated 9 ways for you to overcome Sales Rejection:

Overcome sales rejection

Let’s go over them, one by one!

Evaluate the Nature of the Rejection

When you’re told “no” and faced with rejection, the learning doesn’t stop there.

Teach your salespeople about using the rejections as information rather than taking it as a dead end. If a prospective buyer had a company that already provided a service, they could ask about the provider and what it was offering. 

The company can provide assistance to their salespeople by providing them with materials to serve as guides (like what we discussed earlier). Using an intelligent questioning system, you can lead your prospects to discover that there is an urgent need.

Improve Your Mindset

Improve your mindset

See the image above? 

Do you catch yourself stuck in a Fixed Mindset?

A growth mindset helps identify your sales calls as opportunities for improvement. 

This can help identify performance trends. Meditating and relaxing with a quiet tune or deep breathing can quickly change state. 

Then ask yourself these questions about further development:

  • What skills are necessary for sales calls?
  • How do I communicate professionally? 
  • How do you prefer your communication methods with customers?

Observe Other Sales Professionals

observe sales professionals

In the modern age, learning materials and connecting to experts are readily available in the modern age.

Analyzing sales professionals' techniques will help in improving sales skills. 

It may assist in identifying innovative ways to make a phone call or send an e-mail. Researcher skills that others have can help determine effective sales strategies outside your own company. 

Review Your Sales Strategy

Sales strategy review

It's important for you to evaluate your strategies. 

Changing your strategy can increase sales effectiveness. You can conduct a quick survey as it can also be helpful for your sales strategy. 

Some common strategies you can try are: 

Practice Your Listening Skills and Responses

The ability to listen to people can help you get to know the people who will be interested. 

Practicing your response to questions will improve communication skills and increase customer interest in your products. 

Don’t neglect your soft skills! Practice interpersonal communication and watch yourself do so much better!

Don't Take the Rejection Personally

Rejection is not personal

How does rejection affect mental health? As discussed earlier, your fear of rejection is worse than the actual event. 

That doesn’t make it less of a deal. In fact, it gives you another reason to improve your mental. 

Remind yourself of what you have successfully done with other customers and how you handled the situation. Often leads are looking for a longer period of time to review their plans and their finances before committing to a purchase.

Read The Room

Read the room

Salespeople should always be persistent, but they should also realize that prospects are not interested before proceeding. 

Most performers have responses to all objections; however, there are a few points where the message has gone wrong. A few indications of progress are that not all leads have a good chance of being well-qualified. 

It is possible your leads have fallen through the gap because they are not well-matched in your messaging, or they need adjusting.

Know The Math On “No’s” In Sales

No’s in sales

If you are overcoming rejection in the sales industry, then you really need to know how the math will help you determine whether you will be accepted or not in sales. 

Are you familiar with the cold dial of your prospects? An excellent cold dialer averages between 200 – 400 dials in one open appointment. 

Naturally, there were several failed dials. 

It takes several “no’s” to measure success, which is perfectly fine. If your dial ratio is 0 to 1, you will quickly see if the answer you have is yes or not.

Analyze Then Develop Your Skills

This particularly applies when negotiating with new customers. 

But the salespersons need more knowledge. They may think hearing countless NOs is because they haven't even learned their craft. 

If you get more confidence from them in your training and experience and lots of success on your hands, you'll be receptive to the Nos. 

List the circumstances of getting a no, and think about the reason that led to the prospect’s answer. 

How do you relax before a sales call?

You must discover a technique to overcome your fear if you want to achieve peak sales performance. 

Fortunately, there are several options; try what works best for you and mix and match these tactics as you see fit. 

There is no right or wrong in this situation. Only one thing matters: does it assist you in conquering your fear?

1. Expect The Yes, But Be Open to A No

Expectations when cold calling 

You should expect the yes and welcome the no whenever you make contact with a new prospect. 

What exactly does this mean? Prepare yourself for a fantastic call. The stars will align in your favor, and the gods will smile upon you.

So much of this work is persuading yourself of your abilities. While also facing the chance that, despite your abilities, some prospects will reject you. Some folks are going to say no. Maybe they're not prepared, and perhaps they're having a bad day. Perhaps it wasn't the best call you've ever made.

What will you do with your leftovers? What can you do differently next time to increase your chances of getting a yes? Only what you can control is under your power.

2. Transform Fear of Failure into Fearlessness

Fearlessness to overcome call reluctance

When you face what you're doing: selling a prospect on a solution, you realize that fearlessness is doable. 

It isn't rocket science. It is not a case of brain surgery. When you compress it down, it's just sales. It will not bite.

3. Turn Your Anxiety into Excitement

Turn anxiety into excitement

Because you're meeting a prospect over the phone, your voice is the beginning and finish of the conversation. 

When you start the conversation, smile to let your customers know you're excited to meet them. It shouldn't feel like making the call is a chore for you. Smiling will also make you believe you're happy to be there, which you will eventually learn to be.

4. Develop Confidence 

Develop confidence to cold call 

Act confident until you genuinely believe it.

What continues to astound me is how wonderful this works. It's more important in sales to reply in a certain way than to respond with specific phrases. You're entrusting them with your trust.

Using a script is a simple way to overcome social self-consciousness in sales. You don't have to think about what you're going to say while you're working with a script. Instead, concentrate on the tone of your voice, your intonation, and the emotional connotations of your words.

5. Understand And Control Your Voice

Control your voice

Physical improvements might help you gain confidence. 

First, find your call volume's Goldilocks zone: not too quiet, not too loud, but just right in the middle. Then, be aware of how quickly you speak. (Ask your coworkers what they think of your voice on the phone.) 

Do you hurry through your presentations or speak at an excruciatingly slow pace? Last but not least, consider your posture. Although the prospect cannot see you, your body language conveys your confidence or uncertainty over the phone.

Change and become the person you want to be on the phone.

6. Establish A Procedure for Dealing with Failed Sales Calls

Procedure for failed sales calls

Get to the point where you know what to do if a call goes terribly. 

Following a difficult decision, I'm a firm believer in physical activity. Get out of your chair, make a cup of coffee, or go for a brisk stroll. Do anything to get away from the tense situation and escape the want to lash out. 

Even if coworkers join in on the slamming of sales calls, you're only fostering a terrible culture.

Having a scheduled time or location to chat through these calls might also be beneficial. That way, you'll know you'll be able to express yourself over lunch with a mentor or during a team meeting, and you won't bring those negative feelings into your next call.

Making more than one call each day should also be part of your daily habit. It will not only offer you experience, but it will also save you from ruining your entire day if the one call you have to make does not go well. 

Make time in your day to offer your service or product to someone, then to someone else, and then to someone else. 

Great sales call

7. Review The Recordings of Your Phone Calls

Review recordings of cold calls

I'm sure you've heard yourself on a voicemail or a video and wondered, "Do I sound like that?" 

When it comes to showing ourselves to the world, we aren't the ideal people to ask. It's difficult to notice the phrases you use too often or the vocal tics you've developed.

Start recording your calls unless you have a mentor who can assist you figure out what's wrong. 

Each week, set aside an hour to go over there and take notes. Pay attention to your pacing, stumbling, and missed opportunities so you can enhance your performance next time.

8. Practice Making Sales Calls

Practice sales calls 

To simply put it, the mock sales call is the most important training tool. 

Before calling a real prospect, you can test out several strategies in a low-pressure environment. I can't suggest these simulated call sessions enough, whether you're a new salesperson or training new sales team members. 

Take it seriously, stay in character, and keep track of your notes.

Call Reluctance Handling: Best Practices for Sales Leaders

Call reluctance handling

With rejection presenting itself as an inevitable variable in your business, it’s important to know what actions should be taken to deal with it.

People from different positions are subjected to rejection and are pushed to be reluctant. 

How can I fix this?

Asking yourself that question is your first step. Now let’s go over the rest of the practices you should consider for your business.

Train Both Veterans and Newcomers

Train everybody to overcome sales call reluctance

Having a good onboarding process is a great start.

A study has found that firms with effective sales management programs and onboarding processes have 10% higher sales growth rates and 14% higher revenue goals. 

It can be beneficial for your business to make sure that you conduct trainings not just for new employees but also for the ones who have been working for your company for years.

One of the best things you can do is to recruit mentors for incoming agents. 

The Citadel has about 400 SDRs. Many members have expressed their gratitude several times for being able to work as mentees. 

Mentors give guidance to help maintain a positive working relationship while learning the ropes of the company.

Increase The Frequency Of Cold Calls

Practicing cold calling regularly can help reduce a phone user's reluctance. 

Because human brains are not capable of distinguishing between the types of rejection that cannot be rationalized, repetition is necessary for fear of rejection. 

Remember that time when you learned how to ride a bike? When you fell for the first time, the fear increases. 

The more you try to learn, the more you anticipate falling and, ultimately, know what to do when you’re about to fall again. The same idea can be applied to cold calling.

Change Your Corporate Culture

change corporate culture to avoid call reluctance

Observe how your salespeople handle prospects in your office. 

Ask yourself these questions and evaluate the current landscape:

  • Do they reply courteously and calmly? 
  • Do some customers complain about how your employees sell products? 
  • Do people get called too aggressive, overly aggressive, or overly salespeople? 

Conducting an evaluation can be the quickest yet most effective way to get to the bottom of your problems. 

Quick Tip? Consult with your HR staff about possible solutions.

Give Your SDRs Only Good Leads

Having a list of prospects is not enough; you owe it to yourself and your business to have a good quality list of leads.

How can you differentiate good leads from bad? Look at this table below.

good vs bad leads 

Having a good list of leads can save you time and resources.

Many companies make the mistake of clinging to old leads and letting their SDRs reach out to prospects who are no longer qualified.

It is important to identify the best leads for your company with the right tool and techniques.

Hire People with Low Rejection Sensitivity

SDRs with Low rejection sensitivity

There is a report on a phenomenon called rejection sensitivity.

Everyone is hurt by rejection; however, the rejection-sensitive perceive and respond more strongly to slights, whether intentional or unintentional. Furthermore, brain studies reveal that rejection activates all emotional areas in everyone.

Those with low rejection sensitivity, on the other hand, have their self-control areas active consistently.

SDRs with Low Rejection Sensitivity can operate more effectively since they are not continually intimidated by the fear of rejection.

Use Positive Affirmations

positive affirmations

Words are powerful.

This is a fact that you might not recognize as often or maybe just forget because of the “more important things” in life. 

Just like in multi-player video games, it is crucial to keep morale up to reach the team’s goal. In your business, choosing the right words when giving out criticisms and when expressing appreciation can make the world’s difference.

Remember, when your team works in an environment that has room for improvement and is free from judgment, they are more likely to perform better.

Sales Training Programs to Help SDRs 

Sales training programs for SDRs

You’re probably worried about the number of issues that comes with sales calls reluctance.

Honestly? I would be worried too. It affects your SDRs, their performance, and your sales. 

Lucky for you, we curated a list of what you can do to train your SDRs and help them reach their sales goals without succumbing to their biggest enemy: Fear.

On Sales Methodologies

The cost of the product and the product's value will depend upon the quality of the product. 

Customers demand a lot more - they want solutions to their business problems. Therefore the traditional sales model is no longer effective. 

Value is defined as determining whether the benefits to your product are worth the costs to the customer or the value to the product. If we can compare the cost savings and the revenue gains, it will be easier to close the transaction. 

Here’s a simple example of how each factor affects the other. From the right audience to the right timing, everything is relevant to help you close a sale.

Sales methodologies

Make customers realize the actual value of their purchase with the proper messaging. 

On Sales Skills, Techniques, and Mindset

Sales skills, techniques, and mindset 

Do you think you consume good media?

Choose Better! 

Yes, you can just enjoy the most popular videos, webinars, podcasts, and all the other bizarre stuff. But if you choose to, you can receive a complete training, join events, watch live videos, and more. 

Every week, there are more materials that can help you expand your skill set and teach you valuable knowledge. 

Your mindset is an identifiable mental trait that drives your success. Choose to learn and improve.

On Sales Strategy & Pipeline

sales strategy & pipeline

Do you want to increase your sales?

Above is a quick guide to refresh your memory of how a Sales Funnel and a Sales Pipeline works. 

The greater your visibility into your sales pipeline strategies, the more gaps you will be able to identify. Complete sales pipeline methods give you a bird's-eye view of your sales activities.

You'll notice where things are going well and understand where they are and are not. 

Finally, a comprehensive sales pipeline strategy will enable you to keep your pipeline full with additional prospects, which research and common sense have shown correlate directly with increased income.

On Prospecting, Lead Generation & Phone Sales

I’m sure you know that people struggle with different aspects of their jobs. These factors can be different for each person. 

Here’s a quick stat to give you an idea of where people typically experience challenges in the sales process. 

Most difficult part of the sales process

I’m sure you’re familiar with the first two aspects that we enumerated, but here’s just a quick run down to refresh your memory:

Prospecting is typically carried out by sales teams. Lead generation is more of a task for marketing departments.

Why do these matter in Phone Sales? What can it do to help your SDRs overcome reluctance?

Having a solid method for prospecting and a high-quality list of leads from your lead generation will make the process of closing sales on phone so much easier!

On Remote/Virtual Selling

Remove/virtual selling

Is the rep having problems getting prospects on board? 

Your teams can leverage the technologies for a successful discovery process that engages the decision-makers in the real world to create value! 

Try to remember that you can reduce call reluctance and get decision-makers on the phone & closer to your business.

SDRs will be able to learn the process of booking appointments, qualifying, presenting, and closing through several platforms and can use what they learned when exploring the virtual space to get more sales. 

Sales Training Techniques To Include In Your Program

You could find countless sales training tips online, but looking for them through the forest becomes challenging. 

We’ll make it easy for you! 

Here are 9 programs that are full of basic sales training tools to develop salespeople's sales skills.

Customize Learning Pathways

Learning pathways

All salespeople can be different from each other and possess different strengths and weaknesses. 

While we discussed the need to train everyone regardless of experience, some do not need to have as much training and support as others. 

What can you do?

Provide a range of course activities rather than forcing everyone on the same path. Create personalized programs that meet your needs by matching modules with specific activities.

Empower Reps to Identify Areas of Improvement

It can take the sales leader some time before they can provide the sales training to all the team members in a specific way and evaluate their performances.

How can you make this easier for them?

Give your salespeople a quick overview of the sales performance metrics like the closing rate and email opening. It allows reps to quickly identify areas that need improvement since a guide is present to measure performance.

It’s easier to spot what needs improvement when a standard is set.

Make The Content Easy to Navigate

Accessible content

It's impossible to spend a lot of time searching through a file for a video lesson. 

How long does it take you to find a specific topic you saved for later in your bookmarks?

This time-consuming search is also present when your employees try to scour the materials you provided for a specific concern that they have.

How can you make this convenient for them?

With easy searchability and easy access to courses or other training material, a salesperson can easily start training new products quickly or review important details easily in the future.

Build Sales Content into Training

Content marketing training 

Giving your salespeople the material to reference is not enough.

What should you do?

Make your salespeople familiarize your content. 

By putting a marketing content in a training course, your sales team will have access to the materials as well as practice pitching and guiding activities. Doing it in practice is always better than just learning by theory.

Break Sales Training into Smaller Chunks

It takes time to plan ahead but also a little longer before you can carry over all your ideas to the rest of the team. Maybe you have already created a curriculum for their training but don’t overwhelm them with information.

How can you do this?

Instead of dumping all your Sales Training programs onto all your salespeople at once, give them small chunks so they can digest the information and move onto the next stage of the program. 

Have Sales Leaders Share Insights with Your Reps

ales leaders should share insights with reps

There are sales workshops where experts share tips and tricks with others. 

When webinars and workshops are unavailable, your Sales Leaders and Reps can exchange strategies and experiences with each other. 

Why is this relevant?

Being able to confide with each other and listen to past mistakes and victories can allow them to recall possible solutions. In practice, they can also remember some tips shared to them and use it effectively to solve problems.

Give Your Reps Some Hands-On Experience

Hands-on experience in sales

Like success stories, hands-on experiences stick more in the minds than theories and reading about sales. 

Is this really necessary?

Whatever the amount the salesperson has learned by themselves, they will not get the results they want without the real-world experience.

Back Theory with Real-Life Success Stories

Sales call reluctance success story

Theory supported by practical experiences often carries more than simply a theory. 

What can you do about this?

Nothing fires salespeople as much as inspirational and successful stories. They follow a detailed map and avoid doing things which don't work.

Share your experiences or encourage others to do so.

Let New Reps Shadow Your Jobs

Job shadowing

Usually, the best learning comes from examples. 

Remember when we talked about mentorship?

Make it easy for new ones to shadow more experienced team members. Once they understand the daily routine, you can provide more training material to fill the gaps.

Final Note

The more comfortable you become with calling potential customers, the better at closing sales you will become. 

Build your confidence by training, reviewing your calls, and being honest with yourself.

Realize that sales call resistance is part of the process. You experience it; you examine it, and then you learn to handle it. There are highly successful salespeople who are still nervous when they pick up the phone after decades in the business. 

Like them, it's impossible to guess how each call goes since they have no control over the involuntary feelings that arise, but you have power over how they respond to them and what they do with them. 

They certainly don't let it stand in the way of their sales success, and neither should you! You can start by assessing where you currently are by downloading a free copy of our Sales Call Reluctance Guidebook And Checklist For SDRs And Sales Leaders, and even go beyond and reach us for a demo to jumpstart your calls with high quality leads. 

Related Reads:

Phoebe Cris Cruz

Phoebe is a Senior Account Manager for AI bees. When she is not nourishing our relationship with clients, Phoebe is writing informative articles about sales, marketing and more. When she isn’t doing either of these, she’s singing for her kids or tuning down with them and a horror flick.

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