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12 Types of Call Reluctance®

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Excerpted from The Psychology of Sales Call Reluctance

Doomsayer:	Worries, will not take social risks (loses three new accounts pre month).

Over-Preparer	Over-analyzes, underacts (sells at 43% of quota)

Hyper-Pro:	Obsessed with the image and looking good (but is rated only average in presentation skills.) Confuses packages with prospecting.

Stage Fright:	Fear group presentations (loses $10,800 in annual gross sales).

Role Rejection	Secretly ashamed of sales careers; deflects identity (loses four accounts per month).

Yielder:	Fears intruding on others (impedes success of TQM programs).

Socially Self-Conscious:	Intimidated by up-market clients (sells 33% under quota).

Separationist:	Won't mix business and friends (loses three accounts per month).

Emotionally Unemancipated:	Won't mix business and family (sells 15% under quota).

Referral Aversion:	Fears distributing existing business or client relationships (sells 19% under quota).

Telephobia:	Fears using the telephone for prospecting (loses $10,000 in commissions annually).

Oppositional Reflex:	Argues, blames, rebuffs attempts at coaching (loses nine new accounts per year.)

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PS If you’re not sure whether or not Sales Call Reluctance is affecting your bottom line, we’ll help you evaluate your unique situation. Call Connie at (602) 997-1101 to talk about your current sales prospecting program, today!