1. Make your own Reality Check List. Carry a note pad with you, and every time you think about introductory calling in a negative or fearful way, make a note of the thought. Later, give your rational self a chance to counter with the reality. If you do this, you can begin to talk back to yourself with positive, reality-based responses whenever you become fearful or anxious about your introductory calling.
2. Listen for the “yes.” Far too many people focus on the rejection. Occasionally there is rejection, but frequently what you think of as “rejection” is really your projection and anticipation of being rejected. Start to think about your calls in a different manner—focus on the “yes’s” and leave the “no’s” behind.
3. Part of the process of making introductory calls is simply numbers. The more introductory calls that you make, the more success you will have. If you have only one prospect to pursue, that prospect becomes overwhelmingly important. If you have hundreds of leads, no one prospect can make or break you.
4. Few things are more terrifying than the unknown. The fear you create for yourself is far worse than the reality of introductory calling. Once you start making telephone calls and continue making telephone calls, it gets easier. You overcome fear by doing.