call reluctance: 3 steps to overcome your fear of rejection when selling by phone

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.



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



@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:


The Negative EffectivesOf Call Reluctance Are…


SO…WHAT CAUSES “CALL RELUCTANCE”

LIST Fear

LIST Fear

Rejection


TWO BIGGEST REASONS FORCALL RELUCTANCE ARE FEAR

AND REJECTION

WHATCAUSES

FEAR?____________________________

____________________________

____________________________

WHATCAUSES

REJECTION?____________________________

____________________________

____________________________


So How Do We SOLVEThese Two Factors?


CURING YOUR FEAR


Cure Your Fear by Knowing Your:

Sales Objective


Your Sales Objective is to Help!


How Do We DrasticallyREDUCE REJECTION?


By Fixing What’s Broke


Your Sales Process is What’s Broke


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.



@MichaelPedone

Today’s Speakers



anilsomaney