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Medicare Blog | Medicare News | Medicare Information

Getting Past Cold Call Aversion

Posted by Lauren Hidalgo on Fri, May 06, 2011 @ 09:57 AM

Medicare SupplementsResearchers George Dudley and Shannon Goodson found that more than 40% of salespeople have experienced bouts of call reluctance that nearly ended their careers. Selling can be uncomfortable, make you feel pushy or intrusive, and there can be anxiety in finding new business by cold calling. If you are tired of watching new producers out-perform you when you know you have as much, if not more market knowledge, it is time to work on overcoming this obstacle. Cold calling is an essential part of selling Medicare Supplements by phone; it will increase business by allowing you to expand your selling territory and talk to more prospects in a shorter period of time. Low sales might be stemming from a self-promotion disease, and your call aversion is most likely harming your income and business.

One type of call reluctance is due to over-analyzing and under-acting. Often restrained, this symptom shows itself in someone stressing technical details rather than developing interpersonal relationships. They often blame the products rather than their relationship-building skills. This is common in highly educated and professional people who over-prepare but never get to share their knowledge with potential clients. It’s important to remember that clients buy trust first while product and service are secondary factors.

Another type can be found in someone who is very image conscious. This is common in producers who are overcoming self-confidence and self-esteem insecurities. They tend to invest in their appearance but prospecting can appear beneath them. They avoid prospecting until financially forced to make calls and want to shortcut the sales process to make the big sale. Others might be in position acceptance. They are either embarrassed or apologetic, and haven’t yet realized that their job can become a career. Feeling stuck in place, their suppressed dedication and zeal are often due to feelings of disappointment from a person in their life.

In overcoming these roadblocks, adopt the new mindset that you are someone providing a useful service to others. Cold calling, networking, leads and referrals are all integral parts of your sales efforts, used together to achieve your goals and turn your job into a sustainable career. Seniors need your knowledge and guidance to choose the best products that will offer them health and financial security throughout their golden years. The senior market is exploding – make the calls.

If you would like any guidance to overcoming your own, personal, roadblocks in cold calling please contact one of our marketers at 1-800-998-7715. Precision Senior Marketing is committed to giving our agents all the tools they need to succeed in their business endeavors.


Have you suffered from call reluctance? What did you do to move past this obstacle? How has it changed your business?

Source: Senior Market Advisor


Tags: Sales Tips, Success Tips, Senior Market Advice, Senior Market Success, Cold Calling, Medicare Sales

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