Telemarketing Software Featured Article

How Telemarketing Software Helps Sales Reps Conquer Their Fears

June 14, 2017
By Alicia Young - Web Editor

Everyone has a fear of rejection in some form or another. Whether it’s a guy asking a girl out for the first time, or a sales representative making their very first cold call, rejection is a scary prospect. There’s really no escaping those initial butterflies, so what matters is how you deal with that fear. Do you let it consume you and stop you from doing something, or do you forge ahead until you’re successful?

Telemarketers face rejection every single day because of cold calling. Fear largely stems from the unknown, and a sales rep never knows who’s going to pick up the phone or what kind of mood they’ll be in. Calling during dinnertime, for example, may turn out to be horrible if the person who answers has had a hard day and just wants to relax for a bit. In those instances, not only is there rejection, but some anger as well.

It’s true that sales isn’t for everyone—I have a friend who just quit his sales job because he was so uncomfortable with the idea of cold calling. That’s a problem a lot of telemarketers have, but companies need sales reps on staff for outreach purposes. So, how can managers help sales reps overcome this fear of rejection and feel more confident in their efforts? VanillaSoft’s VP of Sales, Scott Amerson, provides some insight in his recent article.

One of the most important items Amerson points out is the need to focus on positives, not negatives. The majority of telemarketers are already afraid of being yelled at and rejected by customers, and they don’t need that fear of failure to become even more intense by adding pressure from bosses. Who wants to get yelled at by a customer, and then yelled at by their bosses for failing? No one. That’s actually one of the main reasons my friend quit his sales job—not only was he afraid of cold calling, but his bosses had a tendency to harp on the negatives rather than focusing on the positives. That’s not going to build morale, and it certainly won’t boost sales reps’ confidence in themselves. By focusing on the positives, managers can help empower and encourage their staff.

On the same note, it’s important to remind sales reps that it’s normal to make several calls. It takes an average of eight attempts to reach a prospect, so more calls doesn’t necessarily mean failure. It can be discouraging to make several calls in a day and hear nothing back. So, having that statistic in the back of their minds would serve as a reminder that they’re not failing by having to make several cold calls per day.

Lastly, it’s essential for managers to review calls and provide new reps with feedback. By implementing telemarketing software, managers can record calls for review purposes. They can go back through the call with reps and offer advice on how to handle different scenarios. This tactic can also be used to point out things reps did well, adding to their self-confidence. For training purposes, managers could even go so far as to install telemarketing software like the kind VanillaSoft offers, which allows managers to listen in on a conversation. Through options such as whisper, managers can offer advice and encouragement in real time while the sales rep is on the phone with a customer.

All in all, helping sales reps conquer their fear of cold calling is all about building self-confidence. The more confident a telemarketer is, the better they’re going to perform on a call. And, when they do face rejection, they won’t take it as personally. There are several ways to empower sales reps, but using telemarketing software is one sure-fire way to make it clear that they’re supported throughout the entire process.

Edited by Maurice Nagle