Written by Sean McPheat |
Setting appointments and closing sales over the telephone is not easy as numerous obstacles stand in the path of success: elusive decision makers, gatekeeper screens, fierce competition, privacy concerns, cold calling laws, and the lack of control you have over the telephone.
However, the most deadly obstacle to achieving success on the telephone is the underlying fear of using the telephone that causes sales people a host of problems. You may not feel that you suffer from the fear of using the telephone. Still read the following, as the information will surprise you.
What Is Phone Phobia?
Most believe that the term has to do only with being afraid to pick up the telephone and make calls, particularly cold calls. However, according to telephone sales guru, John Landrine of the U.S., whom many credit with originating the term in 1990, Phone Phobia relates to much more. Phone Phobia relates to a mentality sales people often develop that leads to the result of being afraid to pick up the telephone along with a host other problems.
The Mental Process
The problem is that most sales people inadvertently and unconsciously place too much value and significance on the outcome of a telephone call. This creates the underlying mental process that ultimately causes the fear. It looks like this:
The above thought process, while essentially correct, causes many negative outcomes, only one of which is the fear of picking up the telephone. For instance, when making calls, this often-subconscious fear elevates your blood pressure, heart rate and body temperature. This changes the relaxed state and tone of your natural speaking voice, which in turn makes you sound rehearsed, phony and even suspicious to the prospect. Your unatural sounding voice acts like a warning beacon to the person on the other end of the telephone, screaming, “Telemarketer! Sales person, beware!”
You must eliminate phone phobia.
Coming Monday, August 15, 2011 – How to Eliminate Phone Phobia.
Originally published: 12 August, 2011