Three Ways to Overcome Your Fear of Making Prospecting Calls

Feeling happy and fulfilled at work is essential to our overall success. Many sales people are required to make proactive prospecting calls, and it can be one of the most intimidating aspects of their job. However, having the fear of making the call is nothing to be embarrassed about. In fact, Shannon Goodson and George Dudley reported in their book Psychology of Sales Call Reluctance that 80 percent of new salespeople fail because of call reluctance, while 40 percent of veteran sales people stop prospecting because of it.

If you experience Sales Call Reluctance, you know that it can ruin how you feel about your job and it fills you with an instant sense of dread every time you go to pick up the phone. If you feel like this, you are experiencing one of the 12 types of Sales Call Reluctance. Not only can this affect your ability to succeed at your job, but it can also affect your overall sense of career satisfaction and fulfillment.

Unfortunately, our culture tends to stereotype salespeople in a negative way. Some people think of the sleazy over the top salesperson and this could not be further from the truth. The truth is that sales is a very noble profession and requires a specific set of skills. A good sales force is often the most important factor behind a company’s growth and success.

A surprising fact is that the number one carriers of Sales Call Reluctance are sales managers, sales trainers, and motivational speakers. This is not to say that everyone in this group carries sale call reluctance but you would surprised how easily this group can negatively influence those they are meant to inspire. For example, in a training a sales manager says, “We all know people hate talking to sales people” or “Get out and sell, but don’t be a salesperson!” They are instilling Role Rejection Sales Call Reluctance from the very beginning and fostering a sense of shame about selling. Role Rejection is highly contagious and the managers can be contaminating the very people they intend to inspire. We see this consistently within companies.

Here are three basic tips to overcoming your fear of making prospecting calls:

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About the Author

Connie KadanskyConnie Kadansky is a professional certified Sales Call Reluctance coach and President of Exceptional Sales Performance. She offers speaking, training, coaching and performance improvement services specifically addressing Sales Call Reluctance. She has a proven track record with diverse businesses, from entrepreneurs to Fortune 50 companies, both nationally and internationally. She credits her current status as a speaker to her longtime involvement with Toastmasters International and the National Speakers Association. Connie is a graduate of one of the most respected and accredited coaching schools, Adler School of Professional Coaching. She served as Vice President of Programs for the Phoenix Chapter of International Coaching Federation in 2011. For more information, please visit

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