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Video Summary

Handle Fear on the Phone Tip #1: Remember, they aren't shooting at you.

There are wars going on all around the world right now where people are being shot at every single day. We are so grateful to the people out there who put their lives at risk to keep us safe—and we also have to realize and appreciate that we, as salespeople, are definitely not those people. We don't have people shooting at us. We live in complete safety as salespeople. There is literally nothing that a prospect can do to physically hurt us, yet most salespeople still can’t handle fear on the phone. Why? Just because we’re afraid of saying something that will cause a prospect to react negatively. Over the years, I've been kicked out of prospects’ offices. I've been hung up on. I've been told to screw off—but I've never actually been physically attacked while selling, and neither have you. Put it in perspective.

Handle Fear on the Phone Tip #2: Intentionally crash.

I'm an avid kiteboarder, and I travel all around the world, jumping as high as I possibly can using a kite to glide across the water. When I started taking kiteboarding lessons, one of the first things my instructor taught me was to intentionally crash my kite. Now, this is a big thing to do: The kite is very powerful, and it's really scary to crash it, so most beginners are terrified of crashing their kites. But the only way to get over the fear of actually crashing your kite is to do it on purpose. After a few times of actually crashing the kite, you start to realize that it's not so bad. But before that realization, it's terrifying—and the same goes with learning how to handle fear on the phone in sales.

When I first began prospecting on the phone, just couldn’t handle fear on the phone. I was mortified. Bu then I intentionally started taking risks on the phone, actually causing some prospects to get angry. I started to see that it wasn't that bad when prospects would get annoyed or when they would hang up. It’s time for you to do the same, if you want to get over your fear. Try crashing a couple of calls just to see that it's not that bad. It doesn't matter. (Obviously, don't do this on your ideal prospect, but rather make calls to some low-level folks just to get a feel and push the envelope to see how far you can go.)

Handle Fear on the Phone Tip #3: Consistency creates confidence.

One thing I can promise you is that if you make only one prospecting call per week, you are never going to learn how to handle fear on the phone. You simply have to expose yourself to the stimulus on a consistent basis in order to get over your fear—and that means committing to making a certain number of calls every single day. This is the most important thing that you do all day. Nothing takes priority over it. If a call goes poorly, so what? Make another call. Let the consistency of the behavior build your confidence on the phone.

Handle Fear on the Phone Tip #4: Never end on a bad call.

Have you ever watched a kid learning to walk? Now, imagine if we learned to walk as adults. We'd never walk. When you watch kids learning to walk, they keep falling over and getting right back up again. It's actually crazy how often they're failing. Up, down. Up, down. But they keep at it. Getting comfortable on the phone won’t make you fall a whole bunch of times, but there will be some uncomfortable moments. When a call goes poorly, don't call it quits even if it's your last call of the day. Get back on the phone and make more calls. Always end the day on a neutral or positive call, and you’ll start learning how to handle fear on the phone.

Handle Fear on the Phone Tip #5: Once again, they aren't shooting at you.

I know this was the first tip, but I just can't say it enough. Your prospects simply are not shooting at you. Let’s go back to the FEAR acronym of False Evidence Appearing Real. The fear you feel on the phone is not real. Fear in the modern world is actually a relic of our programming from when we were running away from bears and lions. We don't need to let our fear control us anymore. They're not shooting at us.

So, there you have it. Now you know how to handle fear on the phone when selling. I want to hear from you. Which of these ideas did you find most useful? Be sure to share below in the comment section to get involved in the conversation.

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