Feeling anxious making sales calls? Consider some of the industry's best phone sales tips to refresh your efforts. While digital outreaches now outpace phone calls, there’s still opportunities calls bring. 

Writing for SmartBrief, Marlene Chism discusses the topic of sales call avoidance. She calls it “Telephonophobia: The fear of using the phone.” She explains sellers are increasingly adverse to making phone calls. This is especially true for young sellers. 

First, Chism sets out to dispel myths regarding telephone calls in sales. She believes common myths contribute to sellers’ dislike of calls. According to Chism, common misbeliefs include thinking that phone calls are:

• A waste of time
• No longer relevant
• Not wanted by prospects

“These ideas indicate a lack of understanding, lack of discernment, and more specifically, a lack of skills,” she writes.

In order to improve your comfort with calling, you must move past these common myths. Remember, mindset is a powerful thing!

The Best Phone Sales Tips to Overcome "Telephonobia"

Once you’ve committed to being more open-​minded, it’s time to focus on your preparation. Pre-​call prep is important, especially if you find yourself anxious on the phone. 

“[Sellers should] strategize in advance of a call rather than shooting from the hip and getting lost in the process.”

HubSpot’s Jay Fuchs agrees, noting that instinct only goes so far.

"Handling these calls isn’t just about instinct; it requires comprehensive, calculated preparation," he writes.  

Take a look at these pro tips for effectively preparing for a sales call. The more prepared, the more confident you will be going into the call. And, the more credible you’ll come across to the lead. 

And don’t just focus your prep on the lead. In order to feel the most confident, make sure you know your solution well. Spend time uncovering how your solution fits in with the lead’s business. Knowing this info before the call boosts confidence in your own solution as well.

Set Realistic Goals

Another one of the best phone sales tips to adopt is goal-​setting before calls. One of the biggest causes of “Telephonobia” is fear of failure. But most sellers don’t set realistic expectations for their phone calls. 

According to 360Connect, sellers must set themselves up to succeed with attainable goals.

“Reduce the pressure by setting achievable targets. Small wins build confidence.”

Then, each small win from a call makes the next call even easier. 

“Each small success is a step away from reluctance and a step toward becoming more at ease with your…calls.”

Practice 

Practicing calls is another one of the best phone sales tips for anxious reps. 

Going through the structure of your call can prevent nerves. Familiarizing yourself with a loose script can ease the fear of stumbling or awkward silences. 

But also be prepared for spontaneous dialogue as well. Scripts should be used to ensure you hit key points and guide the conversation where you want it to go. But they shouldn't be read verbatim. 

SalesFuel suggests, “Jot down important points you want to touch on when explaining the purpose, but keep it flexible.”

And actually walk through the call either alone or with a colleague. Role-​playing is an effective way to feel more comfortable when it’s time to make the real call. Or, simply record yourself and listen for ways to improve. Smoothing your delivery beforehand makes making calls less scary.

These three best phone tips from industry pros can boost your comfort with phone calls. Adopting these best practices will make calling easier and more enjoyable. Plus, you and your leads will both benefit from the engagement that comes from speaking on the phone.

And for more advice to overcome reluctance to making calls, check out this article from SalesFuel.

Photo by LinkedIn Sales Solutions