Are you scared to make that cold call?
Your heart is pounding fast, and your hands shake as you pick up the phone to call a random stranger.
Are they going to take the time to listen to you? Will you be able to make a sale? Or are they going to say something rude and hang up the phone?
If you’re nervous about making the phone call, you must listen to this week’s episode of the Sales Evangelist Podcast. Host Donald Kelly speaks with Larry Long Jr. on how sales representatives can overcome their fears of making the call. Listen for insightful tips on overcoming your fears of cold calling.
Who Is Larry Long Jr.?
● Larry Long Jr. is a keynote speaker and MC coach with years of experience in the sales profession.
● He helps other sales representatives with performance coaching, sales, entrepreneurship, business, and training.
● He now hosts The Cold Calling Podcast, where he coaches sales representatives in making cold calls.
How Do You Overcome the Fear of Failure?
● Larry shares a story of him making a cold call, and the person told him to jump off a bridge. Unsure what to say next, he told the person to have a blessed day and hung up the phone.
● How did he overcome this rejection? He kept going and continued to make phone calls and didn't let one objection hold him back from making sales.
● For you to overcome the fear of failure, give yourself grace. Yes, you will make mistakes, and potential clients will object to the sale you're offering, but you must keep going.
Changing Your Mindset
● Larry shares a story of him playing baseball in college, and he was at the point where he wanted to give up. His dad told him not to give up and to have a positive attitude. He noticed a change in his baseball career once he changed his mindset and kept practicing.
● Larry and Donald share the importance of working with a company that strives to improve their employees. It’s also a good idea to seek advice from co-workers on how to do better.
Winners Focus on Winning and Losers Focus on Winners
● Don't focus on another person's chapter in their career. You have no clue how hard things were for them in the beginning.
● Instead, focus on yourself and seek to improve from the day before.
● Have a purpose for why you must work hard and stick to it. Also, know everything will be okay when you focus on yourself instead of others.
The Moral Obligation to Make the Cold Call
● Larry shares an inspiring quote from Dr. Martin Luther King Jr., "Life's most persistent urge and urgent question is, what are you doing to help someone else?"
● Apply this quote to how you handle cold calls, and don't think about your needs. The sales industry is about solving problems and helping people.
● Listen to the Cold Calling podcast if you need help handling cold calls better. It'll help you leave your comfort zone and start putting yourself out there.
This episode should motivate you to pick up the phone and make that cold call. Get out of your head and start making those cold calls today!
Subscribe to the Sales Evangelist Podcast to become a better sales representative. Your host, Donald Kelly, is always here to help you achieve greatness and win big in the sales industry.
“Sales is about service. It's about helping other people solve their problems. And just being empathetic, which sounds good. But it's amazing when you put it into practice.” - Larry Long Jr.
Resources
Larry Long Jr. LinkedIn
Larry Long Jr.'s website
Jolt - Larry Long Jr.’s book
Cold Calling Podcast
Sell It Like A Mango - Donald C. Kelly’s book
Sponsorship Offers
1. This episode is brought to you in part by LinkedIn.
Are you struggling to close deals? Cold outreach wastes the buyer and seller's time at every stage, especially when sellers are using shallow and outdated data.
1. Your organization can overcome these challenges with technology that translates comprehensive, high-quality buyer data into real-time
insights.
2. These deeper insights empower sales reps and teams to adopt the habits of top performers, which leads to better outcomes - like more pipelines, higher win rates, and larger deals.
3. We call this Deep Sales. And we’ve built the first deep sales platform with the next generation of LinkedIn Sales Navigator.
Try LinkedIn Sales Navigator and get a sixty-day free trial at linkedin.com/tse.
2. This episode is brought to you in part by TSE Sales Foundation.
I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation.
Credits
As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.
Effective Discovery That Helps Prospects Create a Vision | Paul Butterfield - 1757
Three Simple Follow Up Strategies Every Seller Should Adopt | Jake Tacher - 1756
When Is It The Right Time To Email A Prospect? | Donald Kelly - 1755
The Unscripted Path: Ditching Sales Scripts for Creativity and Connection | Grant Lira - 1754
The 3x3 Sales Coaching Method | Matt Doyon - 1753
What Should I Put In My LinkedIn Headline? | Donald Kelly - 1752
This Is The ONLY Way You Should Offer A Discount! | Richard Harris - 1751
How to Build Pipeline Non Traditionally | Monica Stewart - 1750
How To Turn Lost Deals Into Opportunity | Donald Kelly - 1749
Sales is Changing... Here's Why and how To Adopt | Aaron McReynolds - 1748
ATTENTION: The Next Big Things In Sales | Adam Robinson - 1747
3 Ways To Get Responses From Your ICP on LinkedIn | Donald Kelly - 1746
The Jolt Effect: How Top Performers Overcome Customer Indecision | Matt Dixon - 1745
How To Become A Top Seller In Any Company | Kristie Jones - 1744
How Do I Find "Engaging" Prospects on LinkedIn? | Donald Kelly - 1743
10 High-Performance Habits That Lead To Success | Justin Su'a - 1742
5 European Outreach Practices Americans Must Adopt In 2024 | Kiran Ramaiah - 1741
Creating 2024 Sales Vision, Standard and Goals | Donald Kelly - 1740
Do A Negativity Fast This Year | Anthony Iannarino - 1739
Our Most Downloaded Episode in 2023! | Chris Beall - 1738
Create your
podcast in
minutes
It is Free
The Commercial Edge: Unleash the Power of People
The emPOWERed Half Hour
Organic Marketing Simplified: Master podcast marketing, fuel podcast growth, and make money podcasting!
THE GO BIZ GUY
The Sigma Femme Podcast
The Prof G Pod with Scott Galloway
The Tim Ferriss Show