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Sales Call Reluctance

Sales call reluctance is a common barrier to success that prevents many salespeople from reaching their full potential. Overcoming call reluctance requires courage and confidence to make cold calls despite the potential for rejection. Studies show that 80% of new salespeople fail due to call reluctance and those who are reluctant make five times less money. While cold calls may result in rejection, the positives of increased sales and returning clients far outweigh the negatives. To overcome reluctance, salespeople should focus on the potential rewards rather than fears of rejection by preparing thoroughly and approaching each call with respect, enthusiasm and honesty.

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Rishardh Hussain
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311 views1 page

Sales Call Reluctance

Sales call reluctance is a common barrier to success that prevents many salespeople from reaching their full potential. Overcoming call reluctance requires courage and confidence to make cold calls despite the potential for rejection. Studies show that 80% of new salespeople fail due to call reluctance and those who are reluctant make five times less money. While cold calls may result in rejection, the positives of increased sales and returning clients far outweigh the negatives. To overcome reluctance, salespeople should focus on the potential rewards rather than fears of rejection by preparing thoroughly and approaching each call with respect, enthusiasm and honesty.

Uploaded by

Rishardh Hussain
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
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Download as PDF, TXT or read online on Scribd
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SALES CALL

RELUCTANCE

One of the biggest and most common barriers to success Types Of Call Reluctance
is Sales Call Reluctance. Many salespeople simply do not Shannon Goodson and George Dudley
Doomsayer: Pessimistic, predicts failure and has
have the confidence to pick up the phone and make cold little motivation to try.
calls. They are missing a huge opportunity. Over-Preparation: Constantly tweaks
presentations or other sales materials, but does
not actually make sales calls.
Hyper-Pro: Obsessed with image, looks

WHY Overcome
successful but spends too much time on
polishing rather than productive activities.
Telephobia: Reluctance to use the phone to

Sales Call Reluctance make appointments or other sales-related


functions.
Emotionally unemancipated: Does not ask
Shannon Goodson and George Dudley wrote a book several years family to do business with them or fears their
ago called The Psychology Of Sales Call Reluctance. They interviewed disapproval (note that shame my be involved).
over 11,000 sales people, and here is what they found: Separationist: Does not ask friends to do
business or ask for referrals for potential clients
• 80% of all new sales people fail because of Call Reluctance. with friends.
Referral aversion: Does not ask existing clients
• You will make five times less money because of Call Reluctance. to refer new prospects.
• 40% of all veterans stop prospecting because of Call Stage fright: Fears sales presentations or other
Reluctance and a fear of rejection. public speaking venues.
Social self-consciousness: Is at ease with peers
Know this: when you avoid potential rejection, you are also or subordinates, but hesitates to speak to
avoiding a potential sale, and more importantly, a returning client. owners or CEOs who often are the ones who
make buying decisions.
Find Your Courage…Make The Call! Role rejection: Secretly ashamed of role as a
salesperson, causes internal stress.
Yielder: Does not ask for business, gives in to
the wants and needs of prospects.

HOW TO Overcome Oppositional reflex: Is argumentative and does


not heed instructions from the Sales Manager.

Sales Call Reluctance


Contrary to popular belief, the results of thousands of salespeople
prove that cold calling still works. But it requires courage and
confidence.
Call reluctance often has its roots in childhood. We were told never
to talk to strangers. No wonder so many salespeople are reluctant
to pick up the phone. ▶ Make a list of the negative and
positive outcomes of Cold Calling.
But what’s the downside of making a cold call? Well, they might yell (Typically, the positives outweigh
at you and hang up. That’s possible, but so what? Is that enough to the negatives 5-1.) “What kind of
stop you from reaching your full potential? picture do you want to create in the
Some of your cold calls will result in rejection. That’s a fact of sales. mind of the listener?”
But it’s also a fact that the negatives of cold calling are far
outweighed by the positives. ▶ Increase your confidence by
rehearsing your Message.

▶ Approach each cold call with


respect, enthusiasm and honesty.

12-IST-Sales Call Reluctance.pdf | © 2011 The Prospecting Expert. Not for reproduction. All rights reserved.
www.TheProspectingExpert.com | [email protected]

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