The Scariest Thing about Cold Calling

Cold-Calling-Fear-tinyThis was an unfortunate and compelling email I received last year:

“When I took this job I didn’t realized at the beginning but it turns out that to be successful at this I need to do a lot of cold calling . It also turns our I suck at it. Maybe because of my fear of rejection.”

Yes, the fear of rejection is a scary feeling and it is a primary cause of the end of many sales careers.

The Good News:

There are ways you can reduce the fear and feel comfortable reaching out to prospects.


It is actually easier than you think.

The Key: the First 9 Seconds

What you DON’T want to do is immediately use a pitch that sounds like you want to SELL them something.

Because when the prospect feels s/he is being pitched during the first few seconds of a cold call s/he begins to think of ways to end the call, or worse . . .

. . . the prospect hangs up, because . . .

.                                      . . we all like to buy but we hate to be sold..

There goes that first impression.

Why use “hard sell” words if – instead – you can grab the prospect’s attention with something of interest to her or him?

Use words that answer the prospect’s mental question: “What’s in it for me?”

You can begin building trust in the first call.

Three Ways to Gain Trust and Avoid Rejection in the First Call

1. IMPORTANT: Use the first 9 seconds of a cold call to gain trust and build credibility.

Gaining trust:

“Using what I learned in Ann Barr’s e-class, I have actually changed my initial greeting. I really feel like this has helped me gain more trust in the eyes of my prospect and has given me more credibility.”

- Venetta Diesel, Managed Print Services Manager
Millennium Business Systems, Cincinnati, Ohio

2.  Instead of making every statement about you and nothing about them, talk about how THEY will benefit.


“In the Ann Barr e-Course I’ve learned a lot about how to approach my work. I now have a much clearer idea of how to approach prospects and what they want to hear from me versus what I want to say.”

-Felipe Hernandez, Zeno Office Solutions,
Midland, Texas

3.  Ask questions in a way that gives you the information you need to gain trust and develop a relationship:


“Ann, your e-Course helped me become more successful as a sales rep because I now know how to acquire the information needed to develop a relationship with potential customers and how to be successful in increasing my personal sales.”

- Christina Tolea, First Phase Data
Winnipeg, Manitoba


Here is how YOU can develop a relationship with potential customers and increase your personal sales:

Be a part of my one-to-one telephone success e-Course starting on Wednesday.

You can:

  • Learn how to create your own unique opening statement which will allow the prospect to become more comfortable and will end up in more sales for you.
  • Use authentic words that will cause the prospect to trust you and feel that you are there to help her rather than “just get the sale.”
  • Find out exactly how to create trust during the first call.
  • Discover specific questions to ask the prospect that will motivate her to think and share important information you need to move forward with the sale.

So what exactly is this e-course?

It is a self-paced study training program that shows you step-by-step how to feel more comfortable making outbound calls in a way that’s authentically “you” and irresistible to your prospects.

Click here to see feedback from successful reps who have completed this course.

And a very interesting comment from a recent client.

Why do you need this e-Course?

Boring and self-promoting wording in a sales call or voice mail message can lead to rejection and is a fully reversible condition. But if left untreated, it can kill your business.

With this e-Course you can learn how to write your own scripts that sound genuinely like you and motivate people to want to buy what you sell.

And what makes this e-Course the best online sales training course?

You’ll Find Your Voice

Rather than just tell you to “make phone calls,” I actually show you how . . . with our one-to-one phone conversations, fill-in-the-blanks worksheets, brainstorming techniques, and one-of-a-kind workbook exercises.

Get Rejection-Proof Skills

Whether you’re a beginner or polished sales professional, everything you say will become more compelling and effective.

Work At Your Own Pace

Work on it whenever and wherever you can.

Revisit and review as much as you like: The materials are yours to keep for life.

How it Works

As soon as you register, we will schedule a time to talk so you can describe your situation and I will let you know how the course works and answer any questions.

Then I’ll send you the Week One workbook in a pdf document and assignment pages in a Word document.

After you review the workbook and complete the assignment pages, email your completed assignment pages to me.

I’ll review your assignments and send you an email to set up a date and time to talk and give you my ideas and suggestions and answer any questions you may have.

Click here to see more about my e-Course and how it can work for you.


Phone me at 757.463.0924 or send an email to and I’ll get back to you as soon as possible because I would love to work with you and help you achieve your goals.

And good news  . . .
. . .  BTA Educational discounts apply for this course!

Thanks for reading – here’s wishing you a beautiful day!