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Terrified agent - help!

Good day ladies and gents - I come seeking advice and guidance.


I have a new agent that is terrified of calling. TERRIFIED. He starts shaking, sweating, and stuttering. This is the first time I encounter such a thing since the "common ground" is fierce, highly competitive, passion-driven profiles, and don't get me wrong - this person is great out of the line: full of energy, dynamic, extrovert... But once he clicks the dial icon stress and fear kick in.ย 


We've been working for five weeks now with different approaches to this situation: roleplays, gamification, shadowing, skill transfer, wellness checkup with our internal psychologist - you name it, but when it's calling time, my G just froze.ย 


What would you do differently? Help!

๐Ÿงข Sales Management
๐ŸŽˆ Mentorship
8
E_Money
Arsonist
+8
Outbound Sales Manager- US
Honestly, some people just can't cold call- it is one of the hardest jobs out there! If I had a rep who was still this nervous on calls after 5 weeks I would have the hard heart to heart of maybe this isn't the career for you. Sounds like you've tried everything
Jackywaky
Arsonist
+9
Sales Manager
We have - and I couldn't agree more with you: it's one of the hardest jobs. we just want to make sure we did everything to successfully enable his process.
E_Money
Arsonist
+8
Outbound Sales Manager- US
Seems like you definitely did
WhereverYouGoThereYouAre
Fire Starter
+1
VP, Sales
There are lots of roles out there that require all of those amazing innate skill sets you just spoke of that don't require cold calling. Perhaps it might be good to work with HR on finding a better situation for this individual. Cold calling is not for everyone.ย 
Jackywaky
Arsonist
+9
Sales Manager
100%ย 
jefe
Politicker
+3
Sales Director
Love the recommendation to try and find him another role in the company! Too many would just him loose.

And definitely agree cold calling isn't for everyone. It DOES make you basically fearless at the bar when it comes to making approaches though...
WhereverYouGoThereYouAre
Fire Starter
+1
VP, Sales
Indeed it is not! But bars, planes, trains, and automobiles...lol I have sold to so many people on those!
anc
Good Citizen
Customer Success Manager / Account Executive
I can relate to this so much! Cold calling is definitely not my cup of tea, I used to get super nervous and my stomach would immediately get knots in it. The key is just to keep doing them, the more you do the better you become. He needs to have confidence in himself and he'll get through it! I also agree with the comment that "cold calling is not for everyone," I think there's other ways of selling that could be adapted from him where he succeeds better in. Definitely agree with reaching out to the HR team or other leaders in your organization to possibly come up with new solutions that work better for him!ย 
Jackywaky
Arsonist
+9
Sales Manager
wow - sounds like you had a bad time back in the days. thanks for the advice
BCD
Politicker
+6
BDR
Couldnโ€™t agree moreย 
Da
DaveFromCollege
Notorious Answer
+7
Account Executive
I naturally am not comfortable on the phones either. It took a lot until I became comfortable (jaded) enough to be where I can make hundreds a day if needed.ย 

Weirdly enough, what helped me out the most was toย pull up a picture of the person they are calling before they dial. it humanizes them and instead of calling XYZ Corp's CEO, he is calling Frank, who looks like his dad's friend.ย 

Another question I have to ask is the rep from an Asian or Middle Eastern background? Or any other culture that has that "listen to your elders" type mindset? I am Asian myself and if that's the case, feel free to message me, that's a much longer conversation.
SalesPharaoh
Politicker
+8
AM BDR
suggest that he tries to change the spot he is cold calling from maybe having experienced salesmen around him is making him nervous from judgement and what not. I was a little like that in the new job so I book a meeting room until I got comfortable making calls around my colleagues.ย 
Jackywaky
Arsonist
+9
Sales Manager
That's a great idea. Right now I'm thinking about how can I make that happens since we are working remotely. Should I go to his place and back him up?ย 
SalesPharaoh
Politicker
+8
AM BDR
Oh damn hahaha he works from home and uncomfortable, i don't know if he is by himself and uncomfortable maybe take him to starbucks or something maybe he needs some support around him...otherwise i have no idea
Chep
WR Officer
+10
Business Development Team Lead
Tell him to detach his worth from the calls and remind him in most cases if they don't agree to a meeting he will never have to hear or see this prospect again.
Jackywaky
Arsonist
+9
Sales Manager
Good stuff - we are overcoming that fear already
BCD
Politicker
+6
BDR
Great adviceย 
Incognito
Arsonist
+9
Master of Disaster
Have him cold call all the pizza joints in nyc? ๐Ÿคทโ€โ™€๏ธ

and yes, I did that because I need to get better at cold calling myself!ย 
Jackywaky
Arsonist
+9
Sales Manager
How did it work for you? Or is this a project in progress?ย 
Incognito
Arsonist
+9
Master of Disaster
Just helped me internalize what I was going to say, and practice the pivot.ย 

at the end of the day, though, you need to have the ability to disassociate yourself. Some people just canโ€™t.
brotato
WR Lieutenant
+9
Head of Sales
- Stand him up- Play some music he likes for 5 minutes- Get a mirror for him to look into- Give him a stack of $20 pizza gift cards- Get him a list of verified dials- Have him cold call that list and pitch the prospects on a free pizza for lunch, no strings attached- Record the whole thang and do a team watching of it all
Let him realize it's not that big of a deal to cold call, get hung up, have some fun, and be himself.
Jackywaky
Arsonist
+9
Sales Manager
You're the VMP Brotato.
AlphaCharlie
Politicker
+5
Account executive
Did he finally crush it?
Lenca
Opinionated
+2
BDR
Asking the real questions!
Lenca
Opinionated
+2
BDR
How did this go? is he still terrified?
Jackywaky
Arsonist
+9
Sales Manager
My G is kicking butt so hard!
0
Rewiring my SDR...please help!
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