THE PSYCHOLOGY OF SALES CALL RELUCTANCE PDF

Here are the nine forms of call reluctance that sabotage sales opportunities: Over-preparation. Characterized by salespeople who spend too much time preparing what to say and how to say it, while spending too little time trying to find qualified prospects. These salespeople become encyclopedias of technical information with no one to make presentations to. Role rejection. Characterized by emotional resistance to mixing business and family. Salesperson usually finds it difficult to prospect for sales among personal friends or even to ask them for referrals.

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The first step is admitting there is a problem. Call reluctance hits sales rookies and seasoned pros alike, and its impact is well-documented. What causes call reluctance? How can you beat it?

For answers, we turned to two experts. Major Causes of Call Reluctance Your Culture Shames the Salesperson Kadansky says that in many cases, call reluctance stems from a corporate culture where salespeople are painted as the pushy, disreputable cousins of used car peddlers. For them, initiating contact with a stranger may be intimidating. The 20 people manning the phones went from high call reluctance to much lower levels.

The pig, by the way, was replaced by a trophy. But when salespeople focus outward—on how their product or service helps the person on the other end—they become evangelists, overcoming call reluctance.

Now he knows the value, and he has a responsibility to reach out and make that call. Overcoming call reluctance could be as simple as diving into fond memories. Essential oils can trick the mind into moving beyond fear and into a place of positive power. Take positives where you can, Cohen says.

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