When I was just starting out, I was terrified of picking up the phone and making a cold call. The mere thought of dialing a number and hearing a “hello” on the other end of the line made me break out in hives. But over time, I learned that by understanding the psychology of cold calling I could significantly improve my success rate. So if you’re interested in learning more about how psychological factors play into successful cold calling techniques, keep reading!

The Psychology of Cold Calling

You must master the mental game and skills of cold calling to be successful. Let’s take a look at common obstacles to success and how you can overcome them.

Fear of rejection

Let’s be real. Cold calling is a terrible habit. We hate the rejection. Cold calling has a 2% success rate.

Cold-call sales professionals who are top performers know that rejection is part of the selling process. They also know that most of their peers won’t pick up the phone.

They see rejection as an opportunity to improve their performance and stand out. You can also use it to your advantage.

  • Be persistent. It can be difficult to reach prospects when so many calls go to voicemail. Cold call sales professionals who are most successful reach out to prospects six times or more until they make contact.
  • Use rejection to motivate. It’s perfectly normal to feel defeated after you finally get a prospect on the telephone. Rejections can be a motivator to keep calling.
  • Practice handling objections. You’ll improve your ability to turn a no into an yes by making more cold calls. Practice calls with another member of your sales team. Ask them to raise objections. Keep the conversation going until they say yes.

Fear of the unknown

Fear of rejection can keep salespeople from picking up the phone, much less getting a no.

Your prospect may also have fears that could prevent you from closing the deal. Fear of the unknown is the most serious fear.

Consider the perspective of your prospect. Even if your product is amazing, they may not know about it. They may not have heard of your company before. They might not even know much about your company. It may not be worth their time to listen to a sales pitch.

9 Psychological Cold Calling Tips for Successful Sales.

There are ways to make the cold-calling process work in your favor.

These tips will help you enjoy success when engaging in a cold-calling campaign.

1. Gather information about the person you’re about to call

While making a cold call to a total stranger, you should still research them beforehand. You need to know who you’re talking to, so do your research.

A solid lead gen strategy is the foundation of any successful sales campaign.

If you want to become a great telemarketer, you need to do your research before picking up the phone. Having information about who you are contacting will help you approach them in the right way and increase your chances of success.

The more you know, the better off you’ll be.

When making a cold call to a potential client, it is not only important that you find out their name and position, but also that you learn as much as you can about their business. This includes learning about their company, what they do, and what their pain points are. Only by doing this will you be able to offer them an effective solution to their problem.

Before you can sell them anything, you have to understand their problems.

You don’t have to go out of your way to research your lead. A quick search on Google can pull up tons of information about them, including their company.

After conducting extensive research online, you will be able to fine-tune your sales pitch to make it irresistible for your prospects. By taking the time to learn about your potential customers, you can create a customized offer that they will find difficult to refuse.

2. Don’t focus on creating a script, but a plan instead.

The sales scripts are documents used by salespeople to make a successful phone call. The quality of a sales script determines the success of any telemarketing activity.

Some companies gave their new employees or interns a script to follow when making a telemarketing or customer service phone call. These scripts are used to help inexperienced employees sound more professional.

Or, using the same sales scripts over and over again can sound inauthentic and robotic to a prospect.

Successful professional telemarketers don’t rely on scripts alone. Instead, they combine a framework with creativity and flexibility.

What do you do when the situation is not in the script?

A more personalized approach, such as using your own voice, rather than a cold script, will more likely result in conversions.

You can’t persuade a potential customer into buying from you over the phone if you don’t have a prepared list of answers to their questions. Having a scripted conversation is only going to turn them off. Instead, you need to be able to adapt your pitch on the fly.

3. Try using choice paralysis 

You can use choice paralysis to amaze your prospect with your sales skills.

It’s when you give your potential client several options that give them a chance to stop and think.

Giving your prospect multiple options gives them more time to think about your proposal. This allows them to consider your offering more carefully, which increases the chances of them choosing your option.

When using choice paralysis in cold calling, it is important to avoid overloading the prospect with multiple options. Too many offers can stress them out and cause them to take no action. It is best to limit the number of options presented to the prospect so they can more easily make a decision.

Use choice paralysis to your advantage by offering a limited number of options that will appeal to your prospect’s needs and interests.

4. Do not fear rejection

Rejection is part and parcel of being a successful salesperson. You will inevitably get many no’s as you try to close sales.

Even if your offering is the best thing ever, your prospect may not buy because they aren’t convinced.

Do not let rejection stop you from picking up the phone and dialing. Not everyone is going to be interested in your product or service.

The same concept applies to any sales and marketing techniques, whether it’s an automated marketing campaign or an email campaign. Not every email you send will result in a purchase.

Rejection is inevitable when attempting to contact new potential clients. You can either let it stop you from reaching out to them or you can just go for it.

If you don’t make those (cold) phone calls, you won’t get any (sales). Don’t hesitate – just pick up that phone and give it a try!

5. Be mindful of your body language

Your posture and demeanor can have an effect on your conversation. When making a cold call to a prospect, many salespeople tend to slouch or lean back in their chairs.

The posture is bad for sales, as it does not give you the required confidence to execute the sale.

Your body language is just as important as your prospect’s. If you are doing a call without video, your posture and positioning can have an impact on how confident you are.

Good body posture and gestures make callers feel more confident, which can help them carry out their tasks.

Your prospect can tell when you’re reading from a script.

When you are on a sales call to a cold prospect, it’s important to appear confident. Keep your body posture upright, shoulders back, and your chest out. Make frequent, but brief, eye-contact with the person you’re talking to, and don’t forget to smile. These tips can help you sound more convincing and increase your odds of making a sale.

This easy tip will help you feel prepared and confident when closing the sale.

If you want to sound more confident on your cold calls, try standing up straight instead of slouching in your chair. Good body language can make a big difference in how persuasive and enthusiastic your sound.

Your voice and body language are interconnected. When your body is in the right position, your voice will be clearer and more persuasive.

6. Get Emotional

Most people don’t make decisions based solely on logic and reason. Instead, they rely on their emotions and feelings. This is why top salespeople, writers, and marketers use emotional triggers in their marketing.

It is why most ads focus on appealing to emotions, rather than talking about the features of a product.

You can spend hours and hours talking about your product’s features, but customers won’t understand it because they’ll find it to be too wordy and boring.

If you talk about the benefits of your product, people will be more interested in using it.

People rarely make purchases because of logical reasons. Instead, they buy because of irrational, emotionally driven, and illogical factors that are impossible to predict.

While product features are important to selling, so are other emotional benefits like brand loyalty, attachment, and nostalgic feelings.

When making a cold-call, try to evoke an emotional response from your prospect. Tell a compelling story.

Explain how your product solves your customer’s problems by relating it to a common story. Then, explain how your solution is relevant to their pain points.

Solve their problems with your product or service.

7. Understand their objections and overcome them

When making a cold call to a potential client, don’t expect them to answer right away.

When mentioning your product or service, they immediately start coming up with reasons why they shouldn’t be buying from you.

When you are making a cold call to a prospect, it is natural for them to ask you questions about your product or service. It’s usually not an indication that they aren’t interested, but rather that they are just curious.

Sometimes, people will call just to see if your product is any good.

The best way to deal with your prospect’s objections to your offer is to prepare a script for each. That way, you can anticipate their responses and be prepared with a response.

If you are trying to sell something, one way to get an idea of what potential customers might object to is to look at reviews on Amazon. You can also look at forums and social media to see what people are saying.

After finding out what their objections are to your offering, you need to figure out how to best address them. Your approach may vary depending on your demographics or location.

Have all your talking points ready before you pick up the phone.

The benefits that come with having prepared responses to common sales objection before a cold phone call are many. Having these answers ready gives you the confidence to handle any scenario, and prevents you from being thrown off your game.

When a cold caller gets an “objection” from a prospect, don’t let it throw you off your game. You already know how to answer all their concerns.

You can turn your prospects’ objections to a sales pitch. For instance, if your price is too high, you can show them the great value it will provide.

You can also explain the differences between your offerings and your competitors’ products to help your prospects see why your offering is worth the money.

When you run into a roadblock during a sales conversation, don’t panic. Instead, use it to further emphasize the value your product offers. The most successful salespeople know how to use obstacles to their advantage.

8. Learn how to get to your prospect directly

The gatekeepers are not your enemies but, rather, the individuals whose job it is to screen your calls and decide which people you talk to. Your approach should be focused on getting to the actual decision-maker.

Unfortunately, if you can’t talk to your prospect directly, you’ll have to talk to the gatekeeper. B2B sales are passed through to assistants and secretaries.

How do you get your call to the right person?

Most companies tell their front desk staff to politely decline any calls from salespeople.

While dealing with gatekeeper can be frustrating, remember that they are not your buyers. You cannot sell them anything.

Selling something to someone who doesn’t need it can be tough. But if you have the answers to their questions, you may be able to convince them to buy.

If you’re looking to skip the gatekeepers when making a sales or marketing phone call, pretend that you don’t actually know who you’re trying to reach. Simply ask for the department you need to speak to, and ask if you can be transferred to them. With any luck, this easy trick will help you get closer to your intended target.

This tip will help you get past any gatekeeper and get closer to your prospect.

Remember, gatekeepers are people too. Use the same psychological tricks that work on your customers to get them to connect you with your contact.

9. Keep track of your sales success

Keep track of your results after you make a cold call to really see what works best.

Recording a phone call is generally not considered a good cold calling technique, as it can often annoy or frustrate your potential customers and cause them to lose interest in your offer.

Track your sales results from your cold calls to help you identify which techniques work perfectly and those that are less effective.

If you’re not seeing the results you want, take a step back and evaluate what’s working and what’s not. This will help you focus your efforts moving forward so you can make the most impact.

If you want to improve your cold calling skills, start by tracking your sales calls. This will help you identify what works and what doesn’t so that you can make necessary adjustments. The more calls you make, the better you’ll become at it over time.

It helps you build a repository of knowledge that you can use and refer to when trying to sell to a similar kind of prospect.

You can keep track of your sales process with tools like the CRM systems, such as Zoho and SalesForce.


If you want to be successful in sales, understanding the psychology of cold calling is essential. By understanding what motivates people, you can more effectively persuade them!

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Editors Note:

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Justin McGill
About Author: Justin McGill
This post was generated for LeadFuze and attributed to Justin McGill, the Founder of LeadFuze.