Is there a way to warm up to sales calls and avoid call reluctance?

Sometimes, you wish there was a magical way to start and overcome the sales call reluctance and keep the fire burning.

But what could be causing the sales call reluctance that you are experiencing?

Did you encounter a rejection in your B2B sales process that put you down? 

Is it about perfecting the sales call and winning the prospects right away?

Wait, talking of the perfectionists; the statistics have it that perfectionists account for 34% of all salespeople (they will begin making calls once they believe they can do it correctly)

Whether you encountered a challenge in your sales process that gives you anxiety when you think of making the sales call, worry no more.


Because this article will help you overcome sale call reluctance and embrace successful strategies to make you a top salesperson.

Let’s dive right in!

What is Call Reluctance

Call reluctance syndrome is a psychological condition where salespeople feel anxious about calling potential customers.

This situation is typically observed at the start of potential customer relationships, often called cold calling.

By emotionally reducing the number of calls they make, call reluctance prevents salespeople from accomplishing as much.

According to research, 40% of all salespeople will encounter one or more episodes of call reluctance despite their years of expertise, product knowledge, or current salary level.

Percentage of salespersons who encounter one or more call reluctance.

Therefore, you should hire salespersons that enjoy the sales process, which has lots of calling while prospecting.

But why is sales reluctance a common occurrence among salespeople?

Why Salespeople Experience Call Reluctance

It’s no secret that even sales pros experience call reluctance. 

You are not alone.

Shannon Goodson and George Dudley, co-founders of Behavioral Sciences Research Press, revealed surprising facts in their book The Psychology of Sales Call Reluctance, indicating that call reluctance is the reason why:

80% of new salespersons fail in their first year, and 40% of sales veterans face a drop in sales. (See the pie charts below).

The SCIENCE of Call Reluctance

But what are the reasons?

These are why both the amateur and the pro salesperson share in this issue.

Have a look at the summarized reasons in the diagram below.

call reluctance reasons

1. The Natural Fear of Rejection

Many sales professionals fear rejection, the primary motivator behind call reluctance.

According to recent statistics, 48% of salespeople dislike cold calling and find it stressful.

Percentage of salespersons who dislike cold calling

Rejection is a potent unpleasant sensation that our brain processes simultaneously, leaving a bad feeling in our guts.

Every salesperson is advised to adapt significantly and learn to survive.


Because prospecting is essential to meeting your sales quota, even seasoned salespeople sometimes need help.

So keep going!

2. Calling The Wrong Prospects

Ouch! Wrong dial.

Cold calling calls for the salespeople to confirm their lead list before starting the day's calls.

For instance, keenly review the list if you receive lead lists from different companies or departments.

Confirm that the lead list is meant for the exact product or matches the service that you are cold calling for.

Selling the wrong products or services to the right person can cause rejection.

In a nutshell, know your customer (needs), build your list, scarlet it, and refresh your data. (See the banner below).

How to confirm your lead list before a sale call

The procedure of confirming your prospect. 

Know your customer–Build your list—Scale your list—Refresh your data

3. Corporate Culture

How would a corporate’s value affect salespeople's performance?

There are different reasons why this might happen.

First, if the culture is competitive and cutthroat, sales professionals may feel pressure to perform and reach their targets, causing anxiety and fear of rejection.

Second, if the culture is too bureaucratic or restricted, sales reps may feel constrained and need more innovation and adaptability.

Thirdly, sales personnel may feel devalued and unsupported if the culture doesn't respect sales.

Therefore, every corporate should function on a specific set of values.

Finally, sales personnel may only accept sales calls if the culture encourages work-life balance.

4. Lack of Training and Support

Sales reluctance might result from inadequate training.

Salespeople may feel unprepared and need more confidence to make sales calls with sufficient training.

They may also need help communicating with potential clients, which makes sales conversations frustrating and avoidable.

Salespeople may gain motivation and willingness to sell with regular training.

Statistics show that:

  • Companies that train their salespeople sell 57% more. 
  • Sales training investment can gain 353% ROI for every $4.53 invested. 
Net sales, selling effectiveness, ROI, and engagement percentages of training salespeople

Therefore, sales teams need ongoing training to stay motivated, skilled, and confident.

5. Neurological Predisposition

The rejection Sensitivity (RS) Model is a concept developed by Drs. Geraldine Downey and Scott I. Feldman in 1996.

They contend that certain people are more susceptible to rejection than others.

They have since developed several scales to rate this.

This includes research on the brain activity of individuals with high and low RS, which was studied by a team of scientists led by Ethan Kross in 2007. 

An MRI showed a brain region known as the lateral prefrontal cortex (LPFC), linked to top-down cognitive control of behavior generally, is more active in persons with low rejection sensitivity.

6. List of Low-quality Leads

Businesses frequently buy contact lists from outside sources.

However, not all of them provide top-notch leads.

Data shows that inaccurate data wastes 27.3% of salespeople's time and 546 hours per representative yearly. 

The same source shows that about 62% of companies rely on customer information that is at least 20% incomplete or erroneous.

impact of inaccurate data like a low lead list

Furthermore, an older list will include more entries with out-of-date data.

The stress of failure that results when sales development representatives (SDRs) make a cold call to a prospect who no longer works for a company adds to and heightens the fear of rejection.

Signs of Call Reluctance

Sales call reluctance can lead to various negative actions that may appear unrelated. 

You can better your personal and professional life by knowing how these behaviors worsen things.

Look out for these signs of call reluctance.

1. Over-Preparing Before Your Calls

Preparing for sales calls and qualifying prospects is crucial.

Researching your prospect's desires, worries, and other relevant facts before your call helps your prospects feel at ease and allows you to address their biggest concerns.

However, you always feel underprepared for sales calls, even after doing all the research, and spend more time preparing than talking to prospects and customers.

In that case, you may be overpreparing, a common form of procrastination.

Preparation is vital, but it must ensure a call's success and provide more information than creating trust-based relationships with prospects.

Authentic, face-to-face contact is necessary for relationship growth.

2. Feeling Ashamed of Being in Sales

Sales and salespeople are miserable words for some.

They inspire ideas of deceptive, pushy salespeople and bad customer service.

Statistics show that compared to 50% of prospects, 17% of salespeople believe they are pushy.

salespeople who think they are pushy

Even after becoming a salesperson, these feelings and recollections might make a person feel like they've become the shady salesperson they always feared.

Therefore, salespeople who feel guilty about their role avoid following up with clients and contacting new prospects.

3. Frequent Procrastination

Procrastination is typical when we dread a task.

According to Pace Productivity, only 22% of the sales week is dedicated to sales.

Percentage of the week dedicated to sales

Procrastination did, however, take up some of the remaining time during the week.

Therefore it can disguise itself as work-related duties like checking email or social media for prospect messages or double-checking CRM information when we should be making sales calls.

When these chores are done during sales calls, they prevent you from doing your main business and worsen the issues.

In conclusion, procrastination can destroy customer trust and communication channels, rendering warm leads cold and eroding client faith in your capacity to help them.

4. Always Anticipating the Worst-Case Scenario

Yes, that is right. 

Not all sales calls are simple.

It could be necessary to provide bad news to your consumers or tell them you cannot assist them with their problems.

These conversations might become heated because the customer is now dealing with another issue.

The clearest indication that you have call reluctance and require assistance in overcoming it is when you find yourself immobilized by an unending series of what-ifs and are caught in a cycle of worrying about what might go wrong with each call.

5. Not Asking for Referrals

One of the best methods of consumer acquisition is word-of-mouth advertising from satisfied customers.

Your consumer is pleased that they were able to introduce a friend or associate to your helpful service, which increases your sales.

However, your sales call reluctance needs to be addressed before it irreparably harms your client relationships if having another prospecting call makes you shudder or actively refuse referrals to avoid interactions with prospects.

Also, 60% of salespeople want to be liked by their clients and fear asking for a referral, making a slip into call reluctance.

salespersons who fear asking clients for referrals

16 Types of Sales Calls Reluctance

Some salespeople mistakenly believe that sales call reluctance is limited to simply picking up the phone.

One sort of sales call resistance is telephobia.

Sixteen different kinds of fears can make salespeople avoid prospecting

Knowing which of the 16 forms of call resistance is threatening to destroy your sales career is crucial.

Do any of these ring a bell? Check out the table below.

16 Types of Sales Calls Reluctance 
  • Doomsayer

Doomsayers will only take chances and focus on interactions with potential customers, resulting in declining sales.

Salespeople continue to be focused on the worst-case scenarios for prospecting.

  • Over-Preparation

Over-preparers have the propensity to over-analyze and delay taking action.

In sales, they spent too much time thinking about what to say and needed more time finding prospects to make presentations to.

  • Hyper-Pro

Hyper-professionals must manage how others view them to appear above average and cover up self-doubt and a proficiency gap.

It's just as essential to project a successful image as it is to make sales.

This includes using business-speak, mentioning people by name, and having a reflexive desire to sound more knowledgeable.

  • Stage-Fright

This can be matched to the crippling aversion or dread of speaking in front of groups due to emotional distress.

Other types of prospecting, however, can be impacted entirely if the salespeople experience stage fright.

  • Rejection of a role

This professional choice frequently comes with uncomfortable or guilty feelings.

They are aware of the prospects available in sales but feel like failures due to their negative perceptions about selling, frequently fueled by worries about what other people think about their chosen vocation.

  • Yielder

Yielders often back out of a deal rather than pursuing it until a satisfying conclusion.

A yielder is someone reluctant to pursue new business because they worry about coming out as opportunistic and intrusive.

  • Social Self Consciousness

An internalized emotional hesitancy limits their ability to communicate with certain client target groups and, to some extent, even prohibits them from meeting them.

Education or status disparities are triggers in such situations, which can be demeaning.

Although a primary concern, other kinds of prospecting might be unaffected.

  • Separationist

Separationists are characterized by their unwillingness to enlist the aid of friends or peers in expanding their sales network out of concern for confrontation or rejection.

  • Emotionally Unemancipated

Salespeople hesitate to approach family members to increase their influence or sales because they fear experiencing emotional conflict or rejection.

Even in sales situations where calling on family members is appropriate, it can have adverse effects when family members are unavailable due to death or distance.

  • Referral Aversion

Due to the emotional unpleasantness of asking current clients for references, referral aversion has little impact on salespeople's ability to make new contacts or close deals.

  • Telephobia

This is the impossibility of achieving sales goals on the phone.

Telephobia can make workers extremely anxious, which may impact their performance at work.

In fact, according to research by the Anxiety & Depression Association of America,

56% of workers reported that anxiety affects their work performance. 

Percentage of workers experiencing telephobia

Face-to-face modes of prospecting may be entirely unaffected by the same salesperson who experience telephobia.

  • Oppositional Reflex

Unable to share control or receive support is a defining trait of oppositional reflex.

High demand for approval and low self-esteem are common symptoms.

It also comes with an obsessive drive to debate, rationalize, and lay blame on other people. 

These salesmen need a more emotional capacity to accept management, coaching, advice, or training.

  • Discomfort with Online Prospecting

Using social networking and other cutting-edge technology for prospecting may not be okay with some salespeople.

  •  Complex Selling

Selling in complex sales environments can be uncomfortable.

It’s therefore essential to keep it easy.

  • Extensions of Time to Sell

You should consider how your salespeople handle situations where they must perform cross-selling, up-selling, and on-selling.

This is because they may need some backup before sliding into call sales reluctance mode when thinking about what awaits them.

  • Making Payment Arrangements

Organizing payments for close resentment affects how people act when a deal must be closed.

How To Overcome Sales Rejection

To persevere and ensure that your subsequent call is successful, here are nine tips to overcome sales call rejection. (Check out the summary below.)

Nine ways to overcome sales rejection

1. Evaluate the Nature of the Rejection

Advice from Jeff Bezos is to remember that no doesn't always imply no

Once you comprehend the causes of your prospects' no responses, there are numerous ways you might convince them to accept your offer.

To discover why the prospect feels that way, follow up with a discovery question.

The rejection can be an act of denial or because they already utilize a similar service. 

Note that only 2% of sales, on average, are completed during the initial point of contact.

Therefore, if you don't follow up, even with a quick follow-up email, you can lose 98% of your purchases.

Percentage of lost sales on no follow-up and completed sales on first contact

If the potential customer is currently utilizing a comparable service, pitch how superior your service is.

Or, if they are oblivious to their demands, prompt them by posing inquiries regarding their business to identify any problems. 

What would need to occur for the deal to be beneficial to them?

By asking the prospect, what's holding you back? You can elicit a response that will help you determine what and how you can win them back. 

The basic notion is to interpret no as information rather than a rejection.

Find out why your prospect said no, then answer positively and with poise. 

Your confidence will increase even while dealing with challenging clients if you have a script.

2. Improve Your Mindset

Do you find yourself caught in a fixed mindset?

Look at what Mark Cuban had to say in this quote and get motivated.

Mark Cuban quote on persistence after failure

So, a growth mentality aids in identifying areas for development in your sales calls. 

This can aid in identifying performance trends.

Meditating and relaxing with a peaceful melody or deep breathing can instantly shift your state. 

Then consider the following questions concerning your future development:

  • What abilities are required for sales calls?
  • How do I interact professionally? 
  • How do you prefer to communicate with customers?

3. Observe Other Sales Professionals

Learning resources and expert connections are easily accessible in the modern era.

Analyzing sales experts' practices will aid in the improvement of sales skills. 

That can motivate you to think of new phone calls or email ideas.

Other people's research talents can assist you in establishing suitable sales methods outside your organization.

4. Review Your Sales Strategy

You must examine your strategies. 

Changing your strategy can help you sell more. You can do a simple survey, which can also improve your sales approach

You can attempt the following common strategies: 

  • Creating a social networking website 
  • Demonstrating products and providing services 
  • Individual solutions are being developed.

5. Practice Your Listening Skills and Responses

The capacity to listen to others helps you to get to know the people who will be interested in you. 

Statistics have proved that successful salesperson listen 70-80% of the time to their clients to personalize their needs. 

Percentage of salesperson’s time used in listening to the client

Therefore, practicing your responses to inquiries will enhance your communication skills and raise client interest in your offerings. 

Pay attention to your soft skills! Practice interpersonal interactions and see yourself improve!

6. Don't Take the Rejection Personally

Do you know how rejection affects your mental health as a salesperson?

It’s proven that 92% of salespeople give up after four no responses, and the turn of events is that 80% of prospects who reject the offer do it four times before they say yes to 8% of salespersons who persist.

Percentage of no responses that a salesperson gets before making a sale

In reality, rejection anxiety is greater than the actual rejection.

That doesn't make it any less severe.

It gives you another more reason to improve your mental health. 

Remember what you have done effectively with other clients and how you handled the problem.

Leads frequently want more time to assess their plans and budgets before purchasing.

7. Read The Room

Salespeople should constantly be persistent, but they should also recognize when prospects are not interested before progressing. 

Most performers have responded to all criticisms; nonetheless, there are a few instances where the message has gone awry.

One sign of development is that not all leads will likely be well-qualified. 

For 54% of marketers, finding qualified leads is a significant difficulty.

54% of marketers find generating qualified leads challenging

Therefore, your leads have likely fallen through the cracks because they need to be better matched in your messaging or require adjustment.

8. Know The Math On No’s In Sales

To overcome rejection in sales, you should understand how math can help determine whether you will be accepted. 

Are you familiar with your prospects' cold-calling habits?

A good cold dialler will dial between as many leads with one open appointment.

Sometimes it takes an average of 18 cold calls to reach a buyer. (HubSpot).

Number of calls on average it takes to reach a buyer

Also, it's okay to know that naturally, there will be few broken dials among those many prospecting calls you will make.

It takes multiple no's to define success, which is entirely acceptable.

If your dial ratio is 0 to 1, you will instantly determine if your answer is yes or no.9. Analyze Then Develop Your Skills

This is especially important when dealing with new customers. 

However, salespeople require additional training.

That is why companies that implemented sales training experienced a 20% boost in performance. (Spotio)

Percentage of companies experiencing performance boost after training

Otherwise, without proper training, salespeople may believe hearing so many NOs means they haven't mastered their craft. 

You'll be more open to the Nos if they give you greater confidence in your training and expertise and a lot of success. 

Consider the conditions that led to the prospect's response.

How To Relax Before a Sales Call

You must learn how to conquer your fear to achieve peak sales performance. 

Fortunately, there are various possibilities; try what works best for you and mix and match these approaches as you see fit. 

There is no right or wrong in this circumstance. Only one thing matters: does it help you overcome your apprehension?

Expect The Yes, But Be Open to A No

When you initiate contact with a new prospect, you should expect the yes and appreciate the no. 

What does this mean exactly? Get ready for a beautiful call.

The stars will align in your favor, and the gods will rejoice.

Much of this labor is spent convincing yourself of your ability.

While also confronting the possibility that specific prospects will reject you despite your abilities.

Some people will decline.

Perhaps they need to prepare or are having a bad day. Maybe it wasn't the best decision you've ever made.

What you can do differently the next time you have a call is to improve your chances of a yes.

Transform Fear of Failure into Fearlessness

You should realize that fearlessness is possible and comes from facing what you're doing, which is persuading a prospect to purchase a solution. 

Nothing is complicated about it. Gain the courage and face it.

Turn Your Anxiety into Excitement

Your voice starts and ends the conversation because you're speaking with a potential customer over the phone. 

Smiling will show your customers you are pleased to meet them as you begin the conversation.

Making the call should be manageable for you.

You'll gradually learn to be happy to be there, and smiling will help you to convey it.

Develop Confidence

You should act confident until you start to believe it.

How you respond is more significant in sales than how you respond verbally.

They have your faith because of you.

Using a script is an easy technique to overcome social awkwardness in sales.

You don't have to consider what you say when following a script.

Instead, focus on your voice tone, intonation, and the emotional undertones of your speech.

Understand And Control Your Voice

Gaining confidence could be facilitated by physical improvements. 

Find the Goldilocks zone for your call volume first: it should be neither loud nor quiet, but just the appropriate amount of both.

Then, pay attention to your speech speed. (Ask your employees their opinions of your phone voice.) 

Do you babble or speak at a painfully sluggish pace during presentations?

Always be mindful of your posture.

Your body language tells the prospect whether you're confident or unsure, even though they can't see you.

Be the person you want to speak with on the phone by changing.

Establish A Procedure for Dealing with Failed Sales Calls

Get to the point where you are prepared to respond in case a call goes horribly. 

It’s good to do some sort of exercise after making a challenging choice.

Or you can make a coffee, get up from your seat, or take a quick stroll.

Anything you can to escape the tight situation and the urge to lash out. 

Even if other employees join in slamming sales calls, avoid creating a toxic workplace environment.

It’s advisable that you set up a specific time or place to chat during these challenging calls.

So you won't carry those unfavorable feelings into your next call, you'll know you can express yourself during lunch with a mentor or in a team meeting.

Make it a daily habit to make more than one call daily.

In addition to giving you experience, it will prevent you from destroying your entire day if the one contact you have to make is unsuccessful. 

Plan your day to pitch your service or product to someone, then to someone else, and so on. 

insisting on call persistence

Review The Recordings of Your Phone Calls

You've probably listened to your voicemail or watched a video of yourself and questioned whether you sound like that. 

We aren't the best individuals to ask how we display ourselves to the world. 

Recognizing the phrases you use excessively or the speech tics you've acquired is challenging.

Start recording your calls if you don't have a mentor to guide you through your challenges.

Then make time every week to visit there for an hour and make notes.

Analyze your pacing, stumbles, and missed opportunities to improve your performance the following time.

Practice Making Sales Calls

Mock calls are the most crucial training tool for sales.

Before calling an actual prospect, you can practice several tactics in a relaxed setting.

Whether you're a new salesperson or coaching new sales team members, I can't recommend these simulated call sessions enough. 

Keep track of your notes, behave like the character you visualize, and take it seriously.

Impact of Sales Call Refusal on Your Sales

What would happen if you continue to experience the sale call rejection on your sales?

Let’s focus on the impacts.

1. You Damage Your Potential Sales Performance

You could feel abandoned when your client or potential client needs more faith in the good or service you offer them.

Problems will only be solved if people are empowered in their interactions with customers or potential clients.

Dealing directly with you may become less frequent, significantly lowering sales.

Your leads could also lose heat when the connections continue to pass past.

2. You May Be Terminated from Your Company

All facets of your sales performance suffer when you are reluctant to make calls. 

You risk losing employment if you don't correct these tendencies because they won't go unnoticed.

Due to insufficient prospecting, up to 80% of new salespeople and 40 pros lost their jobs within the first year. 

new salespeople and pros who lose jobs within the first year

Therefore, most salespeople's careers are characterized by resistance, and the suitable course of action is to strive for more customer satisfaction. 

3. You May Be Denied Advancement Opportunities

Your performance is worthwhile. 

Therefore, your probability of being considered for a promotion may be reduced if you do not have a consistent performance and accomplishment history.

Best Practices for Handling Call Reluctance

Knowing how to deal with rejection is crucial when it appears as an unavoidable element of your business.

People in various positions are rejected and pressured into being reticent. 

How do you correct this?

Your first step is to ask yourself that question.

Let's now discuss the best practices to implement in handling call reluctance.

1. Train Both Veterans and Newcomers

Data has proven that businesses with efficient sales management systems and onboarding procedures have 10% greater sales growth and 14% higher revenue targets. 

Businesses with efficient sales management systems and onboarding procedures have 10% greater sales growth and 14% higher revenue targets.

Alt text: Percentage of growth experienced by businesses with efficient sales management.

Therefore, ensuring that you teach new hires and the long-term employees of your company can benefit your organization.

To the best of your abilities, you should seek mentors for new agents. 

As mentees get more familiar with the organization, mentors provide advice to assist them in maintaining a good working relationship.

2. Increase the Frequency of Cold Calls

Regular cold calling practice helps lessen a phone user's hesitation. 

The dread of rejection necessitates repetition because human brains cannot discern between different kinds of rejection that cannot be explained. 

Do you still have memories of when you first learned how to skate?

The fear increased the first time you missed balanced and fell off. 

Like skating, cold calling can eventually make fear disappear since some mistakes may have hindered you.

3. Change Your Corporate Culture

Keep an eye on how your salespeople interact with customers while you're at work. 

Evaluate the current environment by asking yourself these questions:

  • Do they answer politely and calmly? 
  • Do some clients voice complaints about the way your staff sells goods? 
  • Do people ever get criticized for being excessively or aggressively salesy? 
  • An evaluation can be the most straightforward yet efficient technique to identify the root of your issues. 

Fast Advice? Discuss potential options with your HR team.

4. Give Your SDRs Only Good Leads

It is not sufficient to have a list of prospects; you owe it to your business and to yourself to have a high-quality list of leads.

How do you tell which leads are excellent and which are bad? (Check out the table below) 

comparison of good and bad lead

You can save time and money by having a solid list of leads.

Many businesses avoid holding onto outdated leads and allowing their SDRs to contact no longer qualified prospects.

The best leads for your business must be found using the appropriate tools and strategies.

5. Hire People with Low Rejection Sensitivity

Everyone feels hurt when rejected, but those sensitive to rejection notice and react more severely to slights, whether deliberate or not.

Additionally, research on the brain demonstrates that rejection stimulates all emotional regions in everyone.

Alternatively, people who are less sensitive to rejection consistently display self-control.

SDRs with low rejection sensitivity can work more productively because they are not constantly paralyzed by rejection anxiety.

6. Use Positive Affirmations

You might not be aware of this truth as frequently or simply ignore it due to the more critical things in life. 

Maintaining team spirit is essential to achieving the team's objective, just like in multiplayer video games.

When delivering criticism or expressing gratitude in your business, picking the correct words can make all the difference.

Always remember that your team will perform better when working in a supportive environment that allows for progress and is free from criticism.

10 Rejection Tips For Your Sales Team 

There are a few strategies to assist you in getting over call reluctance if you are an SDR experiencing it:

  • Qualify Every Prospect

Failure to qualify each of your prospects will result in calls that encourage rejection.

You should only talk with those interested in you and who will gain from what you offer.

Prospect research results in more sales and less rejection when done in-depth.

  • Justify the Price

You have little influence over price, but you control whether you give the potential customer adequate justification for purchasing.

As long as the prospect considers your price reasonable, considering the values and benefits provided, you are free to charge more than the competitors.

  • Don’t Procrastinate

Because they are overly preoccupied with unimportant tasks, some salesmen fail to generate the consistent flow of new clients required for long-term success.

They delay as a result.

They postpone phoning potential customers in favor of driving around the block or organizing their workspace.

You need to quickly get past procrastination whether you're a seasoned salesperson or brand-new to the industry.

  • Always Prepare Adequately

The client is aware of when a salesperson is winging it.

Being ready entails having some understanding of the prospect's industry and the difficulties it faces.

Because they find solutions to difficulties, knowledgeable salespeople are beneficial to customers.

You'll also become more indispensable by getting more fully involved in your prospect's business.

  • Meet the Prospect’s Needs

The best advice is to avoid introducing your presentation with a discussion about your product or service.

Inquire about the prospect's needs to understand how you can effectively address them. 

You almost certainly will experience the hurt of rejection if you offer to remedy a prospect's problems that they don't have.

Consider how you may assist your client in achieving more success.

An essential success tactic is to tackle the prospect's issues.

Avoid negative self-talk.

Also, defy the urge to make a list of your mistakes.

It can be discouraging and intimidating to group negatives together.

Instead, think back on your former achievements.

Then, analyze your prior achievements, which will help you better understand your situation.

  • Set Time Frames

Here is an ideal scenario to explain this point.

If you're lucky enough to connect every call in eight hours, you'll need to call every 24 minutes.

In the best situation, your calls will last 10 minutes (including CRM data entry).

After the call, you'll need five minutes to reload and ten minutes to prepare.

After a chat, count down five to 10 minutes.

Then after a call, unwind. 

Finally, look for a new lead on the list after the time is up.

Cheers! This is a great strategy. 

Do you resonate with me?

  • Create Small Rituals Before Calls

Many anxiety sufferers say they use routines or things to ease their emotions.

One person described overcoming public speaking nervousness by wearing spectacles.

Call reluctance hinders many sales teams' goals.

However, specific countermeasures can assist sales organizations and individuals in overcoming them.

  • Remember That Rejection is Inevitable

It's a part of your job to get rejected.

It is typical for many consumers not to be able to buy your stuff right now.

They can utilize a comparable product made available by your rivals or have found another approach to meet their demands.

Be mindful of the fantastic chance they are passing up.

  • Differentiate Yourself From Competitors

You must establish your distinction before demonstrating that your good or service is superior.

Customers usually choose the least expensive option if they cannot distinguish between your product and your competitors.

There are always methods to stand out, such as service, delivery, product durability, or brand recognition, even if your products are identical.

Must-Have Sales Training Programs For SDRs

You're undoubtedly concerned about the problems that reluctant sales calls might cause.

Sincerely, it has an impact on your sales representatives' performance. 

Fortunately for you, we've compiled a list of things you can do to train your SDRs and assist them in achieving their sales objectives while avoiding their deadliest foe: Fear.

1. Sales Methodologies

Depending on the product's quality, the price and value will vary. 

Customers expect far more from businesses; they want solutions to their problems.

As a result, the conventional sales model is no longer efficient. 

Value is described as figuring out whether or not the advantages of your product outweigh the costs to the client or the value of the product itself.

Closing the deal will be simpler if we compare the revenue gains and cost savings. 

Here is a straightforward illustration of how each factor impacts the other.

How factors affect value

Everything matters to help you close a transaction, from the right audience to the correct timing.

2. Remote/Virtual Selling

Are prospects a challenge for the salesperson to engage? 

Your teams can use the technologies to conduct a fruitful discovery process involving the decision-makers in the actual world and generating value. 

Remember that you may entice decision-makers to pick up the phone and get them closer to your company by reducing call reluctance.

SDRs will be able to learn the procedure for scheduling appointments, qualifying prospects, presenting their case, and closing using a variety of platforms.

Also, they may apply what they discover while navigating the virtual world to increase sales. 

Gartner’s Future of Sales Research shows that 80% of B2B sales are predicted to happen digitally by 2025 as customers are in favor of virtual selling.

Digital sales predicted by 2025

Therefore, this skill is equally important.

3. Sales Skills, Techniques, and Mindset

Do you consume quality media?

Choose wisely! 

You can watch the most popular videos, webinars, podcasts, and other strange stuff. 

However, you can receive complete training, attend events, see live videos, and more. 

Each week brings new materials to improve your skills and knowledge. 

Success depends on your thinking. Learn and improve.

4. Sales Strategy and Pipeline

Want to sell more?

This guide below will refresh your knowledge of sales funnels and pipelines.

sales funnels and pipeline

The more gaps you can see in your sales funnel techniques, the more you might discover them.

You may see your sales operations using complete sales pipeline methods.

Also, you'll see what's working and what's not. 

Finally, a comprehensive sales pipeline strategy will allow you to keep your pipeline full of prospects that increase income.

5. Prospecting, Lead Generation & Phone Sales

Salespeople struggle with several facets of their professions.

These criteria may differ from person to person. 

Here's a quick stat to show you where individuals frequently encounter difficulties in the sales process.

A separate HubSpot Study questioned salespeople about which portion of the sales process is the most difficult.

They answered: Prospecting at 42%, closing at 36%, and qualifying (at 22%).

Percentage of sales process difficulties

Therefore it’s crucial to have an excellent prospecting strategy and a high-quality list of leads from your lead generation, making closing sales over the phone lot easier!

Final Thoughts

This article outlines several top strategies for overcoming sales call reluctance, including useful tips for your sales team to overcome sales call reluctance.

It’s an eye-opener for companies seeking to boost their sales teams' productivity.

AI bees recognizes the necessity of overcoming sales call reluctance to achieve business success.

As a result, we provide cutting-edge AI-powered sales tools and solutions to assist your company in cold calls.

Don't allow sales call apprehension to keep your company from winning new clients.

Contact us today to learn more about how our services can assist you in exceeding your sales targets.