From Nervous to Natural: Tips to Sound like a Natural in Your Sales Outreach

Outbound sales calls can be nerve-wracking especially if it’s your first time. The thought of speaking to new faces over the phone and possibly getting rejected can trigger jitters if you’re new. However, with the right strategies, you can overcome this fear and turn outbound calls into a natural part of your sales routine.

1. The Preparation Before the Call

Being well-prepared can significantly reduce nerves. Research your prospects, know your script, and have a clear understanding of your goals for the call.

I found that preparing thoroughly helped me feel more in control. My preparation included all the knowledge I could possibly gather from research about my prospect. I used Google Reviews to learn about the practice’s strengths and weaknesses. It’s researched and learned a great deal about chronic care management is and always focused on all of its benefits to the practice and patients. The more you know, the better you will deliver those calls! 

2. Practice, Practice, Practice

 
Practicing a few scenarios with yourself or another person is so crucial to feel more prepared. It can help you prepare for the worst-case scenarios and you rely less on your script and delve deeper into engaging in a real-life conversation.

Practicing with my supervisor helped me a lot. We would go through mock calls, and their feedback was invaluable in helping me improve.

3. Focus on the Prospect, Not Yourself

Shift your focus from your nerves to the prospect’s needs. This perspective helps you stay engaged in the conversation and reduces self-consciousness. Concentrate on how your service can solve their problems and improve their situation. When you genuinely care about the prospect’s well-being, it becomes easier to forget about your nerves and build a meaningful connection.

When I started focusing more on understanding the prospect’s needs rather than worrying about my performance, my calls became much more effective and enjoyable. One time, I was so engaged in explaining to a prospect what CCM is that I forgot about my initial nervousness. The conversation flowed naturally, and we ended up having a great discussion. It was a turning point that made me realize the power of putting the prospect first! 

4. Be Patient and Confident on each Call

View each call as a learning opportunity. Reflect on what went well and what could be improved. Over time, you’ll build confidence and develop your style. Pay attention to the details of each conversation: what questions did the prospect ask, what objections did they raise, and how did you respond? Use this information to refine your approach. Keeping track of your experiences can help you identify patterns and develop more effective strategies.

I kept a spreadsheet where I jot down notes after each call. This practice has been incredibly helpful in tracking my progress and identifying areas for improvement. For instance, I noticed that prospects often hesitated when I didn’t clearly explain how our services could specifically benefit them. By tweaking my script to address this, I started seeing better engagement. Reviewing my notes also highlighted common objections and helped me prepare more convincing responses. Over time, this process not only improved my performance but also boosted my confidence, as I could see tangible evidence of my growth and learning.

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