One of the biggest challenges facing anyone in a sales role or any other role where client contact is critical is the fear of failure or rejection. Learning to overcome such fear is easy if you have the right pre-call strategies in place. Paul Kirch, CEO of Actus Sales Intelligence, walks you through simple strategies for facing your fear head on.

1. Addressing Today’s Sales Challenges
Overcoming Fear of Calling
By Paul Kirch

2. Fear and SalesFear of rejection, failure, and a number of other challenges can hold you back from achieving goals. It’s natural to want to run and hide.
Fear is a false sensation. Ask yourself if the challenge is real. If it is, find a solution and stay focused. If it’s just in your head, let’s put it behind and move on.
Overcoming Fear by Paul Kirch – Actus Sales Intelligence

3. Resistance
to
Calling
The telephone is still the #1 sales tool available. Fear of picking
up the phone is a huge barrier of success to many sales
professionals and business executives.
03 Overcoming Fear by Paul Kirch – Actus Sales Intelligence

4. Fear of being
Annoying
Lack of
Reasons
to Call
Lack of
Success
No
Momentum
Recent Bad
Experience
Just Left a
Voicemail
Sent Email
or
Collateral
Too Busy
with Other
“Priorities”
Fear of
Rejection
04
Fear
of
Calling
Overcoming Fear by Paul Kirch – Actus Sales Intelligence

5. Every “No” is Closer to a “Yes”
Celebrate the times when you hear no. Metrics don’t
lie. A win is right around the corner.
1
Stay Top of Mind
When they have a need, you want to be the one they
think of. Focus on being memorable.
2
It’s Not Personal
Rarely do they have a personal issue with you. A terse or rude response
is a reaction to their situation, not you as a person.
3
Learn From Every Call
What could you have done differently? What worked? What didn’t?
Every call provides a learning opportunity. Embrace it.
4
Fear of
Rejection
Rejection is
NOT
Reality
Make a Game of It
I’m going to convert ____ percent of my calls this week.5
05 Overcoming Fear by Paul Kirch – Actus Sales Intelligence

6. 06
Pre-Call Planning
Always have a reason to call. Don’t waste time with
“I’m calling to check-in” calls.
1
It’s Not About You
Make the call about how you can serve their needs and
not just your own. Be selfless.
2
Get to the Point
Get to the point quickly. There will be time for rapport building or small-
talk, but let them know why you’re calling first.
3
Get Them Talking
Learn to ask questions that engage and get them talking. You must
understand their needs to serve them.
4
Avoid
Being
Annoying
Listening Skills
Listen to their tone, comments, and questions. Adjust your
conversation accordingly to keep them engaged.
5
Overcoming Fear by Paul Kirch – Actus Sales Intelligence

7. 07
Tracking Results
What has worked and what hasn’t? Learn to track
what’s working and continue to adapt.
1
Create Lists
Develop lists of reasons to call. Review with
colleagues and test ideas on calls with prospects.
2
Review Your Own Performance
Record yourself “practicing” or even on real calls to reveal what works.
Hearing your own voice will provide areas of development.
3
Embrace Wins
Celebrate the wins and be honest with yourself in reviewing why you
had success. Now, reapply and continue winning.
4
Be
Confident
In
Reasons
Pre-Call Planning
Take the lessons you’ve learned and implement a pre-call plan that
leverages that information. Continue to monitor and adapt.
5
Overcoming Fear by Paul Kirch – Actus Sales Intelligence

8. 08
Metrics Don’t Lie
Tracking efforts will yield patterns. You’ll discover that every “no” (refusal) is
closer to a win. Celebrate the losses, as you’re closer to a victory.
1
Re-Evaluate Your Approach
If something isn’t working, it’s time for a change in
approach. Re-evaluate and adapt.
2
5 Minute Jumpstart
If you’re having trouble getting started, commit to 5 minutes of activity and
watch the momentum build. Just get started!
3
Colleague Support
If possible, find a colleague who can be a support or accountability
partner. Discuss challenges and opportunities.
4
Build
Upon
Momentum
Self-Evaluate
Learn to be self-analytical, but be fair and not overly critical. Self-
evaluation is a great way to improve exponentially.
5
Lack of Success
Is Often
Correlated to
Momentum
Overcoming Fear by Paul Kirch – Actus Sales Intelligence

9. 09
Analyze
Often evaluating what you could have done differently is the
key to putting a bad experience behind you.
1
Follow-Up Plan
What is your plan for following-up? Don’t let a bad experience
derail you. Move forward quickly.
2
Take a Break
Depending on your work environment, it’s healthy to clear your head when
you have a bad experience. A walk or exercise are great ways to create a
fresh perspective.
3
It’s Not Personal
Don’t take it personally, because it rarely is. Often negative reactions
are targeted at the situation, not the individual.
4
A
Bad
Experience
Keep Going
Remember, every “no” or negative situation is leading up to a victory,
as long as you keep moving forward.
5
Overcoming Fear by Paul Kirch – Actus Sales Intelligence

10. 10
Sent an Email
Create a sequence of messages, so you have a value-
based message you can leverage.
1
Left a Voicemail
Know how long you will wait before the next
correspondence, then follow-up with a next-step.
2
Leverage Touches
Share relevant articles, information on competitors, or other pertinent
news, and share it selflessly. It’s non-threatening and will provide value.
3
You Just
Reached
Out
Recently
Voicemail Tip – Get to the point quickly and always
let them know you’ll follow up if they don’t respond.
Often just knowing you’ll call back will yield a response.
If nothing else, it helps keep you top of mind.
Overcoming Fear by Paul Kirch – Actus Sales Intelligence

11. Revenue
Generation
Must Be
Priority #1
11
Remember
Your Priorities
In selling, priority one is to win business.
Other obligations may arise, but don’t find
yourself neglecting your pipeline or
spending too much time on non-revenue
generating tasks.

12. 12
Reasons to Call
Get creative. Find reasons to reach out and engage your prospects and clients.
Other
Products
What other products and
tools can they leverage?
Be careful about giving
every piece of information
too early. Focus more
attention to a specific area
and leave reasons for
follow-up.
The above serves as examples of reasons to reach out. Don’t stop here. Create your own list and focus on making your prospects and
clients feel as if they are your #1 priority. Engagement has to start with you. Learn to engage and you learn to win.
I Just
Learned…
Seek industry news you
can share. Today, we
have an unlimited number
of resources to find
competitive intelligence or
news to share that may
just prove to be of great
value.
Show
Excitement
Share your excitement and
enthusiasm and you might
just find they share your
sentiment. “I’m so excited
about this new product we
have. You’re going to love
it.” Don’t fake it. Learn to
love what you sell.
Lapsed
Customer
Often lapsed customers
are forgotten. If too much
time has passed, there’s
often reluctance to re-
engage. “We’ve missed
you” or “We’ve made some
big changes” can restore
their faith in you.
Overcoming Fear by Paul Kirch – Actus Sales Intelligence

13. 13
Door Opening Strategies
Every opportunity starts somewhere. The following are examples of how to “open” a
closed door or possibly re-engage with a lapsed customer. You can’t climb a mountain
without taking the first step.
Handwritten letters and cards
are very effective, as they
generally get read. Electronic
correspondence (email) can
also help communicate your
message.
Letters and Cards
1
If your customer has a great
experience, try asking if they
know anyone else who would
benefit from your services. A
referral can be a golden ticket.
Referrals4
Sending marketing material
or company communication is
much more effective when
personal follow-up is part of
the communication strategy.
Follow Up Efforts2
Don’t wait for opportunities to
fall in your lap. Do your
research and seek out your
ideal prospects who you
believe would be the “ideal” fit.
Then make a plan to engage.
Research5
Do you share any common
connections with your
intended prospect you can
leverage? Tools such as
LinkedIn can provide valuable
resources to help open doors.
Connections3
There’s more than one way to
open a door and create
opportunity. Get creative and
find what works for you. Try
new approaches that fit your
personality.
Get Creative6
Overcoming Fear by Paul Kirch – Actus Sales Intelligence

14. Fear is Often Internal and Not Based in Reality
Successful sales professionals understand the fears are not real, often ignoring them, as
the reward far outweighs the risks. Sales success requires this line of thinking.
5
6
7
8
Avoid distractions. Block out time every day where
you stop checking email, and focus on dialing.
Celebrate your victories. Focus on the calls
that go well and you’ll have more fun doing it.
Every “no” is closer to a “yes”. A no response is not
rejection, it’s a step toward your next win!
Hire a coach. Even world-class athletes hire
coaches. Everyone needs a mentor.
14
1
Focus on developing reasons to call. Confidence
in “why” you’re dialing, will empower you.
2
Record yourself making calls, and listen to your
tone, pace, and ability to engage.
3 Role play with a colleague, manager, or any other
person who can provide constructive feedback.
4 Take action! Getting started is often the biggest hurdle.
Commit to spending 5-10 minutes and build momentum.
One New Customer = Tens of Thousands of Dollars (or more)
Overcoming Fear by Paul Kirch – Actus Sales Intelligence

15. 10
Paul Kirch, PRC is the founder of Actus Sales
Intelligence, a firm created in 2009 to help others
achieve sales success through relationship
building and strategies which create loyalty and
trust.
Paul Kirch, PRC
CEO of
Actus Sales Intelligence
Actus is a Latin word meaning perfection, determination
and complement. These are the words that make up
the foundation of the brand Actus Sales Intelligence.
Overcoming Fear by Paul Kirch – Actus Sales Intelligence
Paul has a diverse background stemming from more than 25 years of professional
experience. His early years were spent in operational roles at the world famous Gallup
Organization, where he spent 10 years working with some of the largest companies in the
world. In 2000, he took his first sales position, which opened his eyes to a new world of
opportunities. This led on a journey of learning and development, which has benefited
him since his first sales call. In 2009, after serving in a successful sales leadership role,
he knew his next chapter would help him impact the lives of others through his own brand,
called Actus Sales Intelligence, where the motto is “Sell Smarter.”

16. Contact Us
Actus Sales Intelligence
info@actussales.com
http://actussales.com
Toll free: (844) 222-8876
Overcoming Fear by Paul Kirch – Actus Sales Intelligence