The Sales Hunter Podcast

Episode: How to Defeat Sales Call Anxiety

Host: Mark Hunter
Date: March 23, 2026

Episode Overview

In this solo episode, Mark Hunter tackles the pervasive issue of sales call anxiety—often known as "call reluctance." Drawing from his own experiences and the challenges faced by countless salespeople, Mark provides actionable strategies, motivational insights, and practical habits to help listeners confidently overcome the mental barriers holding them back from making effective sales calls. The episode is dedicated to building a positive, resilient sales mindset and giving listeners the tools needed to consistently improve their outreach.

Key Discussion Points & Insights

The Reality & Universality of Sales Call Reluctance

• Sales call reluctance affects everyone—even experienced pros.
  • “Don’t think this doesn’t impact everybody. It impacts me. Hey, I’ve had many a time when I’ve had sales call reluctance.” (01:23)
• At its core, call reluctance is a mental hurdle.
  • “Sales call reluctance is really...all mental.” (01:54)

Reframing the Call: It’s Just a Conversation

• Focus on the simplicity of human connection.
  • “It’s just a conversation. It’s just you talking to somebody else.” (02:03)
• Prospects feel fear too, just possibly in other contexts.
  • “They have the same level of fears as you have. Just maybe in some other areas.” (02:24)

Building Confidence: The Value You Deliver

• Shift the focus from selling a product to delivering an outcome.
  • “It’s not about what you sell. It’s about the outcome you create.” (03:03)
• Use personal success stories to motivate yourself before calling.
  • Mark advises keeping two or three recent success stories nearby. (03:42)
  • “This is the reason you’re making the call. Because you know you could help someone.” (04:13)

Preparation: Question-Driven Calls, Not Scripts

• Don’t overcomplicate—have a few thoughtful questions ready.
  • “It’s not about having this big, long script. No, it’s about having just a few questions. Keep it simple.” (05:12)
• The goal: earn the next conversation, not close the deal immediately.
  • “You’re just trying to gain a little bit of information about them. You’re just trying to make a connection.” (05:44)

Handling Voicemail Effectively

• Most calls go to voicemail—be prepared.
  • “A vast majority of my calls go to voicemail.” (06:16)
• Voicemail strategy: short, tight, 11–14 seconds.
  • “It’s really only two or three sentences.” (07:03)
• Always follow up voicemails with a concise email.
  • “After you leave that voicemail, you always want to follow up with an email...” (07:34)

Is Cold Calling “Integrity First”?

• Mark addresses whether proactive calling aligns with ethical sales principles.
  • “If I know I have the ability to help someone, I owe it to them to reach out.” (08:00)

Creating a System & Building Habits

• Always prepare your call list in advance.
  • Avoid over-researching; focus on key details to build confidence. (08:45)
• Set a specific, non-negotiable time to make calls—keep the appointment with yourself.
  • “This is an appointment with yourself. Don’t delay when the time comes.” (09:25)
• Remove distractions—close email, text, and other interruptions. (10:10)

Setting Achievable Goals and Incremental Progress

• Start small: set a manageable call goal (e.g., 2 calls per session), and increase as comfort grows.
  • “Set a goal that you know you can accomplish. This is key. This is absolutely key.” (11:20)
• Celebrate small wins to build momentum. (11:48)
• Mark’s practice: five conversations per day, gradually ramped up from just two. (12:17)

Practice and Review

• Calling is like a muscle—repetition leads to comfort and mastery.
  • “The more you do it, the more comfortable it becomes.” (13:10)
• Record or take notes on your calls and review them to refine your approach. (13:34)

Practical Tips for Comfort and Efficiency

• Use a headset (e.g., AirPods) for hands-free comfort.
  • “Having your hands free makes you feel more comfortable...I use AirPods.” (14:20)
• Stand up while calling to foster energy and confidence. (14:38)
• Immediately log call outcomes and next steps in your CRM system. (15:01)
• Score calls for probability and control. (15:32)

Accountability and Support

• Find a peer for accountability, especially if you’re a solo operator.
  • “You need someone to lift you up...another salesperson who you can rally around and they can rally around you.” (16:10)
• Celebrate achievements and hold each other accountable. (16:50)
  • “It allows us to celebrate when you achieve your numbers...and it helps hold me accountable.” (17:04)

Expect and Embrace Imperfection

• “Who cares if you blow?” Mark normalizes mistakes and encourages persistence.
  • “I have blown so many calls in my life. It is amazing and yet I keep coming, I keep going.” (17:54)

Notable Quotes & Memorable Moments

• On mental barriers:
  • “You know that voice in your head. Oh, we’ve all had that voice in your head. That one that says, ‘You can’t do this.’ ...It eats away at your confidence...and before you know it, you just don’t make the call.” (02:15)
• On the purpose of the call:
  • “You’re not selling world peace. You’re not solving global hunger. You’re just trying to gain a little bit of information and make a connection.” (05:38)
• On accountability and camaraderie:
  • “I do this still to this day in my business—I’ve got people in my mastermind group that I’m continuously comparing notes to.” (16:20)
• On growth and perfection:
  • “The first 10, 20 calls that you make...don’t worry about them...who cares if you blow?” (17:30)

Timeline & Timestamps for Key Segments

• [00:01] – Introduction: Call reluctance is universal
• [02:03] – Reframing the call as a simple conversation
• [03:03] – Focus on outcomes, not just products
• [03:42] – Using success stories to motivate yourself
• [05:12] – Preparing with questions rather than scripts
• [06:16] – Voicemail realities and strategies
• [08:00] – Cold calling and “Integrity First” philosophy
• [09:25] – Preparing your list and setting calling appointments
• [11:20] – Goal-setting: small wins and incremental progress
• [13:10] – Practice and reviewing your calls
• [14:20] – Practical tips: headset, standing, logging in CRM
• [16:10] – Accountability and peer support
• [17:30] – Expecting and learning from mistakes

Action Steps from Mark

1. Set a specific goal for the number of calls you’ll make.
2. Block the time on your calendar and treat it as a real appointment.
3. Have success stories nearby for motivation.
4. Prepare relevant, simple questions.
5. Record your outcomes and review your progress for continual improvement.
6. Find a peer or group to share goals, celebrate, and drive accountability.

Conclusion

Mark Hunter closes the episode with a motivating reminder: sales call anxiety is normal, but it can be defeated with simple strategies, discipline, and support. By focusing on human connection and incremental improvement, any salesperson can “sell with confidence and integrity”—and turn prospects into profits.

“The podcast is all designed to help you see and achieve what you didn’t think was possible. And today it’s to help you overcome sales call reluctance.” – Mark Hunter (20:10)