O slideshow foi denunciado.
Utilizamos seu perfil e dados de atividades no LinkedIn para personalizar e exibir anúncios mais relevantes. Altere suas preferências de anúncios quando desejar.

Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By Phone

4.203 visualizações

Publicada em

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

Publicada em: Vendas
  • Hey guys! Who wants to chat with me? More photos with me here 👉 http://www.bit.ly/katekoxx
       Responder 
    Tem certeza que deseja  Sim  Não
    Insira sua mensagem aqui
  • Nice !! Download 100 % Free Ebooks, PPts, Study Notes, Novels, etc @ www.ThesisScientist.com
       Responder 
    Tem certeza que deseja  Sim  Não
    Insira sua mensagem aqui

Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By Phone

  1. 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. 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. 3. THANKS FOR JOINING US LIVE!
  4. 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. 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. 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. 7. IF YOU’RE READY GIVE US A THUMBS UP.
  8. 8. WHAT TO EXPECT What Causes “Call Reluctance” How to Overcome it How to Avoid it From Happening In the Future
  9. 9. CALL RELUCTANCE | Michael Pedone POLL 1:
  10. 10. CALL RELUCTANCE | Michael Pedone The Negative Effectives Of Call Reluctance Are…
  11. 11. CALL RELUCTANCE | Michael Pedone SO… WHAT CAUSES “CALL RELUCTANCE”
  12. 12. LIST Fear
  13. 13. LIST Fear Rejection
  14. 14. CALL RELUCTANCE | Michael Pedone TWO BIGGEST REASONS FOR CALL RELUCTANCE ARE FEAR AND REJECTION
  15. 15. WHAT CAUSES FEAR? ____________________________ ____________________________ ____________________________
  16. 16. WHAT CAUSES REJECTION? ____________________________ ____________________________ ____________________________
  17. 17. CALL RELUCTANCE | Michael Pedone So How Do We SOLVE These Two Factors?
  18. 18. CALL RELUCTANCE | Michael Pedone CURING YOUR FEAR
  19. 19. CALL RELUCTANCE | Michael Pedone Cure Your Fear by Knowing Your: Sales Objective
  20. 20. CALL RELUCTANCE | Michael Pedone Your Sales Objective is to Help!
  21. 21. CALL RELUCTANCE | Michael Pedone How Do We Drastically REDUCE REJECTION?
  22. 22. CALL RELUCTANCE | Michael Pedone By Fixing What’s Broke
  23. 23. CALL RELUCTANCE | Michael Pedone Your Sales Process is What’s Broke
  24. 24. CALL RELUCTANCE | Michael Pedone THE FINAL PIECE TO ELIMINATING CALL RELUCTANCE IS TO ROLE-PLAY
  25. 25. 3-STEPS TO OVERCOME CALL RELUCTANCE Make Sales Calls with the Intent to HELP Your Prospects Fix Your Broken Sales Process Role-Play
  26. 26. CONFIDENCE IS KING… VS
  27. 27. POLL QUESTION • Are you using any type of predictive analytics to know who to call or when to call?
  28. 28. NOT ALL DIALS ARE EQUAL
  29. 29. TECHNOLOGY VS LOCAL PRESENCE
  30. 30. GAMIFICATION • Increase individual rep motivation • Add Visibility Into Performance • Recognize Top Performers
  31. 31. 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)
  32. 32. 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
  33. 33. QUESTIONS & ANSWERS USE THE Q&A BOX NOW.
  34. 34. Michael Pedone Founder Salesbuzz.com linkedin.com/in/michaelpedone @MichaelPedone Today’s Speakers Anil Somaney VP Business Development InsideSales.com linkedin.com/in/anilsomaney

×