Get over your fear of sales calls

So many Realtors and other sales professionals get into a bind when it comes time to making sales calls.  Whether you’re afraid of objection handling or have a fear of being told “No” or anything else, now is not the market to ease off these calls.  In order to keep your business income steady and possibly get more referrals, you still need to continue to make your sales calls.

Dirk Zeller, a real estate trainer, offers a step-by-step strategy to get over your fear in this article. We’ll go over the basics. 

Step 1: Be more confident.  So many people in the sales industry focus on their weaknesses, rather than their strengths.  Before even beginning a phone call to a new prospect, you have to know what it is you’re going to provide to that new prospect.  Write down a list of the benefits you will provide that prospect before picking up the phone.  That way you’ll never get stuck when they ask you what you’re going to do for them.

Step 2: Set realistic goals.  So many people think that in order to make money they have to make 100+ calls a day.  So not true.  It’s better to have made 5 quality calls than 300 calls that yield no results.  Obviously, the more people you call, the better chance of getting business.  Just make sure you set aside time every day to do your prospecting.  Even a goal of 10 calls or as many calls as needed to speak to at least 4 people can be a realistic goal.  Once you’ve hit your number for the day, you’re all set to be guilt-free.

Step 3: Get rid of those voices in your head… telling you that you can’t do it.  Of course you can.  And what’s the worst that’s going to happen?  You’ll be turned down.  These are not life or death calls.  They’re sales pitches.  If it will set your day right, call a past client that you’ve had a friendly relationship with.  That will put you in the right mindset to continue your prospecting.

Step 4: Before picking up the phone, visualize how a perfect call will go.  Think about how confident you are going to sound.  Think about obtaining a new client.  Think about what that money in the bank will mean to you.  That will get all those negative thoughts out of your head.

It can be scary to make those calls.  But if you do it every day, you’ll be so used to it that it will become second nature.  And in this economy, you probably need all the business you can get.  Enlist another Realtor in the office to make calls with you so you’re accountable to one another.  You never know – that next phone call could be your next client.

Once you’ve gotten your new business, or if you need marketing materials to send out to your prospects, be sure to visit us online to get quotes on how we can help!