Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By Phone
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Featuring Michael Pedone, founder of SalesBuzz, and Anil Somaney, VP of Business Development at InsideSales.com Call reluctance is the #1 hidden fear of B2B inside sales reps and it’s costing them and their companies thousands of dollars in lost potential revenue every month. As a straight commission sales rep for 20+ years as well as a small business owner, Michael Pedone has been on both sides of the fence. In this webinar you’ll learn: • What causes call reluctance • 3 steps to overcome your fear of rejection • How to make sure it never comes back
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Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By Phone
- 1. Michael Pedone, founder of SalesBuzz Anil Somaney, VP of Business Development at InsideSales.com CALL RELUCTANCE: 3 STEPS TO OVERCOME YOUR FEAR OF REJECTION WHEN SELLING BY PHONE
- 2. Michael Pedone Founder Salesbuzz.com linkedin.com/in/michaelpedone @MichaelPedone Today’s Speakers Anil Somaney VP Business Development InsideSales.com linkedin.com/in/anilsomaney
- 3. THANKS FOR JOINING US LIVE!
- 4. 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
- 5. ABOUT ME Anil 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 Somaney VP Business Development InsideSales.com linkedin.com/in/anilsomaney
- 6. 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 Pedone Founder Salesbuzz.com linkedin.com/in/michaelpedone @MichaelPedone
- 7. IF YOU’RE READY GIVE US A THUMBS UP.
- 8. WHAT TO EXPECT What Causes “Call Reluctance” How to Overcome it How to Avoid it From Happening In the Future
- 9. CALL RELUCTANCE | Michael Pedone POLL 1:
- 10. CALL RELUCTANCE | Michael Pedone The Negative Effectives Of Call Reluctance Are…
- 11. CALL RELUCTANCE | Michael Pedone SO… WHAT CAUSES “CALL RELUCTANCE”
- 12. LIST Fear
- 14. CALL RELUCTANCE | Michael Pedone TWO BIGGEST REASONS FOR CALL RELUCTANCE ARE FEAR AND REJECTION
- 17. CALL RELUCTANCE | Michael Pedone So How Do We SOLVE These Two Factors?
- 18. CALL RELUCTANCE | Michael Pedone CURING YOUR FEAR
- 19. CALL RELUCTANCE | Michael Pedone Cure Your Fear by Knowing Your: Sales Objective
- 20. CALL RELUCTANCE | Michael Pedone Your Sales Objective is to Help!
- 21. CALL RELUCTANCE | Michael Pedone How Do We Drastically REDUCE REJECTION?
- 22. CALL RELUCTANCE | Michael Pedone By Fixing What’s Broke
- 23. CALL RELUCTANCE | Michael Pedone Your Sales Process is What’s Broke
- 24. CALL RELUCTANCE | Michael Pedone THE FINAL PIECE TO ELIMINATING CALL RELUCTANCE IS TO ROLE-PLAY
- 25. 3-STEPS TO OVERCOME CALL RELUCTANCE Make Sales Calls with the Intent to HELP Your Prospects Fix Your Broken Sales Process Role-Play
- 28. POLL QUESTION • Are you using any type of predictive analytics to know who to call or when to call?
- 29. NOT ALL DIALS ARE EQUAL
- 31. GAMIFICATION • Increase individual rep motivation • Add Visibility Into Performance • Recognize Top Performers
- 32. TRAINING PRODUCT 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)
- 33. 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
- 34. QUESTIONS & ANSWERS USE THE Q&A BOX NOW.
- 35. Michael Pedone Founder Salesbuzz.com linkedin.com/in/michaelpedone @MichaelPedone Today’s Speakers Anil Somaney VP Business Development InsideSales.com linkedin.com/in/anilsomaney
Notas do Editor
- 2 of the great legends in our industry
- Days – Blitz days versus training Times – strategically place your coaching, 1x1’s, team events, etc. Response time - Call hot leads immediately. Respond within 5 minutes. Measure it in minutes and seconds, not days and hours. Persistence - contact 6-12 times. Don’t dump your money and time down the drain by only calling a few times. Call at different times of the day, and within days instead of weeks.
- Days – Blitz days versus training Times – strategically place your coaching, 1x1’s, team events, etc. Response time - Call hot leads immediately. Respond within 5 minutes. Measure it in minutes and seconds, not days and hours. Persistence - contact 6-12 times. Don’t dump your money and time down the drain by only calling a few times. Call at different times of the day, and within days instead of weeks.
- PRODUCT How it works – Go as deep as the role – I look at it as the difference between water skiing, scuba diving, and snorkeling. If you go too deep reps can get lost in it. If you don’t go deep enough then they will just skim over the important parts and will not have a good enough understanding to handle any curve balls. Giving the right level of understanding on how it works will allow a rep to have enough confidence to answer and navigate the prospect’s initial questions. Believing in the product will help reps believe in themselves. How each feature is beneficial to users – understanding the pros and cons of each feature will allow reps to quickly identify how to guide the conversation towards your strengths. Playing towards strengths will give reps reassurance in the product and in themselves. Use the product daily – Creating habits of using the product will allow the reps to create the best workflow processes. Sales Skills Have a road map to reference – Have a destination. Beginning with the end(s) in mind will help reps know where to take the conversation. After understanding the products this skill will help reps choose which products and features will benefit the prospects the most. Use pitches, talking points, stats, and proof stories – At InsideSales.com we use first call sequence. Each rep uses a coach to help them create a custom pitch including and intro, trust ladder, cool feature/benefit, and proof story. Reps do not red this but they do use it as a guide if they get off track. Train on best practices, talking points, stats and proof stories. This will empower reps to show in real examples how the products benefit real people. Role play everyday – Sharpen the saw. Have different situations like objections, etc. and have reps role play with each other, coaches, and managers. This will help reps be versatile and ready for different circumstances. Reps should be good enough to explain/pitch it to anyone from their grandma to the President of a company. - and the pitch better be different for both. CAREER PATHING Clear expectations to advancements – Reps will always stay more motivated when they know they are working towards a career goal. It makes every dial worth more. It helps them see the forest and not get stuck in the trees. Identify strengths – If you are a right handed batter, don’t swing left handed. Help reps to identify strengths and play to those strengths. This will help reps to develop your company with new innovative ideas and feel like they are contributing to something bigger. When reps realize that they are a part of the company growth and vision they become more invested in doing the little tasks like dialing. Assess goals and progress monthly if not more – Refresh often – We have found internally that our reps need to refresh about every 6 weeks. Making sure reps needs are met in these three areas will give reps consistent reinforcement and sense of priority and importance.