--- title: Overcoming Your Call Reluctance-Part Two | The Sales Blog description: "There are lots of reasons salespeople suffer from call reluctance. Sometimes they are responsible for their call reluctance and, as much we don’t like to admit it, sometimes their sales management is responsible. There is one absolute surefire way to breakthrough your call reluctance: start making calls. In the Meantime If you want to eliminate […]" image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/shutterstock_74956222.jpg --- ### [Now booking SKO meetings for 2026/27! 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Sometimes they are responsible for their call reluctance and, as much we don’t like to admit it, sometimes their [sales management is responsible](http://thesalesblog.com/2010/10/is-their-problem-really-your-problem-a-note-to-the-sales-manager/). There is one absolute surefire way to breakthrough your call reluctance: start making calls. #### In the Meantime If you want to eliminate call reluctance, you can work on your [beliefs](http://thesalesblog.com/2010/09/your-beliefs-the-greatest-driver-of-your-personal-sales-results/), you can work on your belief that you are a value creator, you can [develop killer language](http://thesalesblog.com/2011/03/increased-confidence-through-planned-dialogues/), and you can really focus on adding meaning to your work. Ultimately, some or all of these may be necessary. But there is the problem of “in the meantime.” Time continues to march on whether you are prospecting or not. The time you have to reach your goals and make your numbers is [dwindling like the sand](http://thesalesblog.com/2011/04/there-is-no-making-up-for-lost-time/) in an hourglass. Your hesitation to pick up the phone comes at a very, very steep price—likely one you can’t afford. In the meantime, you have to produce results. You have to sell. [Waiting isn’t a sales activity](http://thesalesblog.com/2009/07/what-are-you-waiting-for/), or I would have a metric for it. #### The Fastest Cure The fastest and surest cure for overcoming call reluctance is to pick up the phone and make calls. Don’t check your email. Don’t look for work that makes you feel busy but produces no result. Don’t find ways to rationalize doing something else that can and should wait or that doesn’t really need done at all. And for God’s sake knock it off with all of the “[research](http://thesalesblog.com/2011/02/on-research-and-prospecting-separating-tasks-by-outcome/).” Seriously! You know plenty. Walk in. Sit down. Pick up the phone. Start dialing through your list of dream clients. By the time you are through five or six calls, you won’t have any of the feelings you had before you dialed. It’s like jumping in a cold swimming pool; once you are in and already wet, you get used to the cold temperature. By the time you are through ten or twelve calls, you will start to build some momentum. You’ll get into a rhythm. It will turn into a completely different activity. And, dare I say, the more you call, the more you will like calling ([cold](http://thesalesblog.com/2011/03/the-real-reason-you-hate-cold-calling/) or otherwise). #### Breaking Through Mental Barriers You break through your mental barriers by taking action. You don’t break through the barriers by thinking about or talking about things. You break through with massive action. There isn’t a faster way to overcome your call reluctance. Later on, you can work on the root causes of your reluctance. Personally, I have always tried to make the biggest, most difficult, and most painful calls first thing in the morning. Once you blast the toughest calls, everything else seems easier. Most of the time, you are pleasantly surprised by how well these calls go; your mind has a way of making things way worse than they really are. Blast through the mental barriers. Just make the calls. You’ll be surprised. #### Questions What are you doing about your call reluctance? Have you tried just making the calls? How much time are you losing? Are your goals getting any easier to reach? ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [2011](https://www.thesalesblog.com/blog/tag/2011) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on June 9, 2011 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![salescall-planner-ebook-v3-1-cover (1)](https://www.thesalesblog.com/hs-fs/hubfs/salescall-planner-ebook-v3-1-cover%20(1).jpg?width=768&height=994&name=salescall-planner-ebook-v3-1-cover%20(1).jpg) ### Free Sales eBook: Sales Call Planner Planning your sales call improves the likelihood of making a successful call, and it demonstrates to your dream client your professionalism. 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What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2022-06-16T3:22:26 PM", "datePublished" : "2011-06-09 22:00:20", "description" : "There are lots of reasons salespeople suffer from call reluctance. Sometimes they are responsible for their call reluctance and, as much we don’t like to admit it, sometimes their sales management is responsible. 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