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Your Prospecting EKG

Call Reluctance Needs Indicator

INSTRUCTIONS: How's your prospecting pulse? Is sales call reluctance placing an artificial limit on your earning ability at the present time? To find out, read the following statements. Click the "yes" button if a statement is true for you, "no" if it isn't. Be as honest as you can allow yourself to be. When you're finished, click on the "Score" button.

First name:

Yes	No
		I probably spend more time planning to promote myself than actually doing it.
Yes	No
		I'm probably not really trying to promote myself, or my products or services, as much as I could or should because I'm not sure it's worth the hassle any more.
Yes	No
		I probably don't try as much as I could or should to initiate contact with influential people in my community who could be prospects for my products or services.
Yes	No
		I tend to get really uncomfortable when I have to call someone on the phone whom I don't know and who is not expecting the call, to ask them to do something they may not want to do.
Yes	No
		Personally, I think that having to call people whom I don't know, and who are not expecting my call, to promote myself or my products/services is demeaning.
Yes	No
		Personally, self-promotion doesn't really bother me. I just don't apply myself to it purposefully or consistently.
Yes	No
		I would avoid giving a presentation to a group if I could.
Yes	No
		Actually, prospecting doesn't really bother me. I could initiate more contacts if I were not involved in so many other activities.
Yes	No
		I often find myself hesitating when it is time to ask for a referral from an existing client.
Yes	No
		I seem to need some time to psych myself up before I can prospect.
Yes	No
		I tend to spend a lot of time shuffling, planning, prioritizing and organizing the names on my prospecting list (or cards) before I actually put them to use.
Yes	No
		Making cold calls (calling on people I don't know, who are not expecting me, and who may not want to talk with me) would be really difficult for me.
Yes	No
		I tend to feel somewhat uneasy when I self-promote because deep down I probably think that promoting myself is not really respectable or proper.
Yes	No
		To me, making sales presentations to my friends is unacceptable because it would look as if I were trying to exploit their friendship.
Yes	No
		I often feel as if I am intruding on people when I prospect.
Yes	No
		To me, making sales presentations to members of my own family is out of bounds because it might look as if I were trying to exploit my own relatives.
Yes	No
		It is very important to me to find innovative, alternative ways to prospect and self-promote which are more dignified than the methods used by other salespeople.
Yes	No
		I think that prospecting probably takes more out of me emotionally than other salespeople.
Yes	No
		I would probably do all right one-on-one, but I would get pretty nervous if I found out that I had to give a sales presentation to a large group of people.
Yes	No
		Highly educated, professional people like lawyers and doctors tend to annoy me, so I don't try to initiate promotional contact with them even though I probably could if I wanted to.

Sales Call Reluctance® can be objectively measured through a calibrated assessment tool called the Sales Preference Questionnaire (SPQ*Gold). This validated instrument can quantify specific challenges and suggest appropriate steps to address Sales Call Reluctance® issues. Full Internet access and scoring is available. If you are ready to address your call reluctance, please contact Connie Kadansky at 602-997-1101 or connie@exceptionalsales.com for further information.