Call avoidance is a thing. Don’t let it be your thing, or you could miss out on a lot of success.
Call avoidance? We probably don’t need to tell you this is a real thing. Whether it’s your team or yourself, there’s a good chance you have first-hand knowledge of call avoidance.
It can be a trickly little varmint, too. Subtle. It’s spending a little extra time on notes. Stretching. Thinking. And sometimes, it’s not so subtle. It’s getting up to walk around. Talking to coworkers. Snacking.
Not to say you or your team shouldn’t do these things. On the contrary, there is a lot to be said for stretching and thinking and taking a walk. In fact, little mini-breaks and exercise can improve your performance even if it does lower your call count a little.
You know the difference, though, especially if you’re the one using these call avoidance tactics. So, what can you do about it?
Call Logic’s auto-dialer and call management software offers dozens of helpful tools to increase your success and simplify your daily tasks. Call for your free consultation today to learn more!
7 Ways to stop call avoidance and make more sales calls
1. Acceptance. As strange as it may seem, one of the ways you can decrease call avoidance is through acceptance. This is true for yourself as well as your team. It’s not easy to sit and make call after call after call without a break. This isn’t an excuse to avoid calls, but when you accept that it’s necessary (to a degree), that makes everything else easier.
2. Use the reward system. Really want to scroll through Twitter or check for updates on a game? Then reward yourself for spending time focusing. The Pomodoro technique is a productivity system in which you work for 20 minutes straight, then get a five-minute break. While that might seem like a lot of break time, it’s a great way to maximize your efforts. So work your 20 with no distractions or various call avoidance tactics, then reward yourself with five minutes to check email, play solitaire, or just stare at the ceiling.
3. Schedule your call time. There are always little things that come up and prevent us from sitting down to make calls. Most of these can wait. If your plan is to make sales calls in between all the other stuff, you’ll never have the dedicated time you need to find success. Schedule it into your day and block out everything else. Maybe you schedule your call time from 8-10, then again from 11-12. You return calls and emails at 11, then again after lunch. Whatever you need your schedule to be, make sure you have blocked out time for calls.
4. Use a progressive dialer. A progressive dialer can be a great way to deal with sales call avoidance, as the system will automatically dial the next number on your list as soon as you finish the previous call. It’s like diving right into the pool. It’s the software version of the buddy system. It holds you accountable, and you have to talk to customers or prospects because they’re already on the line before you can change your mind. Of course, you can switch the system to manual dial mode. That’s helpful if you need to take notes or follow up on something.
5. Get the big stuff out of the way. One of the things that can cause sales call anxiety is knowing you have some “big” call to make. You have to deal with an angry customer, or there’s a high-pressure sale that hinges on your ability to get the call right. Maybe the stressor isn’t even call-related. Perhaps it’s dealing with office conflict or a report you need to finish. Whatever it is, put that near the top of your schedule and get it out of the way. Then you don’t spend your day worried about it. Everything else will seem like a breeze.
6. Go for a walk. This isn’t too different from the reward system, but it is more specific and for a good reason. Walking is a great way to get the blood moving and refresh your brain and body. It helps us wake up and get out of a mental sludge. And rather than your five-minute reward walk around the office or to the end of the block and back, make this a real walk. Go out for 15 or 20 minutes after lunch or later in your day. You might be surprised how much energy you get from such a simple activity.
7. Set small goals. While your big goal might be to hit a certain number of sales per month or renew a particular number of contracts per quarter, look at smaller goals. Those big goals often don’t seem so pressing until the deadline is closing in. Smaller goals, however, help us build momentum. So maybe your goal is 5 calls today. Then tomorrow it’s 10. By the end of the week, your goal might be 20 calls. Every time you accomplish one of these goals, you set yourself up for more success. As a bonus, if you’re pushing yourself to reach goals every day, you aren’t just dealing with call avoidance; you’re also slowly meeting your other larger goals.
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