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I recently received a love note from one of my subscribers. It was anonymous because nothing screams bravery quite like hiding behind an angry email. They wrote, and I quote, “Salespeople who have Sales Call Reluctance are weak.” Ooh, spicy! Now, normally, I’d file that under “Fan Mail from Admirers Who Need a Hug,” but this particular gem inspired me. Yes, Anonymous, your tantrum turned into my teachable moment. Thanks to you, I now get to clarify exactly what Sales Call Reluctance is, clear up some misconceptions. So, as you hide behind your keyboard fortress, thank you, Mystery Critic! You’ve given us all the priceless gift of clarity, served with a delightful side of irony. Official Definition of Sales Call Reluctance™ Sales Call Reluctance is the emotional hesitation to proactively prospect and promote on a consistent basis. It stems from hidden fears, doubt, avoidance, procrastination, and untrue limiting assumptions salespeople/financial advisors/recruiters hold about themselves, selling, and the prospecting dynamic. Misconception 1: Call Reluctance = Weakness Wrong. Flat-out wrong. The truth? Some of the most conscientious and high-integrity salespeople experience this significant reluctance. Why? Because they care. It is a psychological issue, not a character flaw. So calling them weak is like saying people with stage fright shouldn’t perform – when in fact, they might just need a better warm up. Misconception 2: They’ll grow out of it. Spoiler alert: They won’t. This isn’t puberty! Sales Call Reluctance doesn’t magically vanish with time and a few extra training sessions. It requires a diagnosis that addresses their core hesitation and intentional, structured coaching. Misconception 3: It’s just picking up the phone and cold calling. The real danger is thinking it’s all about phone fear. It isn’t. It is about how salespeople perceive risk, identity, and rejection. There is a Big Difference. Sales Call Reluctance encompasses 16 ways salespeople hesitate. Some people perceive the “Call” as just using the telephone to prospect. Telephobia, fear of using the phone, is one of the 16 types and the easiest to overcome. Misconception 4: They just need more training. Not quite: This isn’t a skill issue – it’s an identity issue. When a salesperson hesitates to prospect, it’s often because deep down, they don’t see themselves as someone who confidently shares the value of their product or service. Until that changes, no amount of technique will stick. Misconception 5: Just use a better script. You mean use the top producer’s script? Scripts only work when they’re crafted from the salesperson’s own language, style, and story. Otherwise, it sounds fake, and prospects can smell “fake” faster than they can spot an AI-generated email. Misconception 6: Call Reluctance only shows up during prospecting activity. Oh, no, no. This sneaky little gremlin shows up everywhere — in meetings, discovery calls, follow-ups, and even when a salesperson wants to ask a happy client for a referral. It’s not just reluctance to initiate contact – it’s hesitation to go deeper in uncovering the impact of the prospect’s problem, to qualify and ascertain whether this is a genuine prospect or someone who is vaguely interested. It’s tiptoeing around the close – building up to it, then pulling back at the last second, silently hoping the prospect will do the heavy lifting and close themselves. How do I help salespeople break free from their Sales Call Reluctance? My approach is grounded in clearly identifying the source of the hesitation using the SPQ Assessment, the only assessment in the world that measures the 16 reluctance types. It is a highly credible diagnostic with 45+ years of research and is psychometrically calibrated to measure the salesperson’s ability to build their clientele. Once correctly diagnosed, the second step is to engage in a psychologically safe conversation in which the salesperson can be honest and vulnerable, admitting that they have fear-driven behaviors, and replace them with productive mindsets and habits that genuinely build confidence. I diagnose precisely and intervene decisively. When salespeople discover and truly embrace empathy, understanding that their role is not to convince someone but to serve and problem-solve for their prospect, their reluctance shifts dramatically. We reframe prospecting from a daunting task into a meaningful human connection. The magic happens when salespeople stop asking, “Will I get rejected?” and ask, “Who can I help solve their problem?” Empathy dissolves reluctance. This is a purpose-driven mindset. I help people rewrite their internal narratives. It is not about “what to say,” but about ” who they believe themselves to be.” It probably feels like I’m about to blast you with a hard close! That is totally fair. That is a classic concern because this is actually a soft open to something that could change your close rate forever. Ready to break free from Sales Call Reluctance? Let’s be honest. You know prospecting is the lifeblood of your business. The SPQ Assessment is a precision tool built to expose sneaky mental habits that prevent you from prospecting confidently. It is the prospecting EKG without the gown and awkward waiting room silence. You’ll get: The SPQ Assessment A personal debrief so revealing, you’ll feel like you’ve just been handed the remote control to your own momentum. A 60-minute 1:1 coaching call with me, Connie, to shift you from stuck to strategic, for just $295 Let’s do the math: $295 to finally stop ghosting your potential? Or continue slow-dancing with mediocrity while your competition closes your ideal clients? Call or email! Because the truth is… if you’re not in control of your reluctance, it’s in control of you. Let’s change that. To your prospecting success, Sales Call Reluctance is a trademark of Behavior Sciences Research Press, Dallas, TX. I have been a licensee in good standing for 28 years. *Tactical Empathy is defined by Chris Voss in Never Split the Difference.

Isn’t it true that when you first ventured into sales or launched your business, you started with the assumption that success was inevitable? Yet, along the way, we often fall into the trap of untrue assumptions that limit us. The good news? Just as assumptions can hold us back, they can also empower us—when we choose to assume the best. Have you ever noticed how easily assumptions creep into your prospecting activity? Just as you’re about to prospect, a little voice whispers: “They won’t be interested.” “They’ll brush me off.” “They already love their current vendor.” These assumptions don’t just slow you down—they suffocate your brilliance and sabotage your success. But here’s the liberating truth: untrue, limiting assumptions are not reality. They are shortcuts your mind takes when it feels insecure or rushed. And here’s the good news: when you create space to pause and think clearly, you can challenge and replace those sabotaging assumptions with credible, liberating assumptions. Pause and Think Time and again, I’ve seen this: when you pause to reflect, you rediscover your clarity, courage, and creativity. Prospecting is no different. To prospect successfully, you need to free your mind from untrue assumptions. Before your next outreach, ask yourself: What am I assuming right now?Is it true? What might I assume instead to keep moving forward? Too often, salespeople falter—not because their product isn’t worthy or their service isn’t valuable, but because they’re held captive by unexamined assumptions. These assumptions, if persisted in, will harden into self-fulling prophecies. You assume the call will be ignored. You assume the prospect will say no. You assume rejection is waiting, and you hesitate. These are not facts. They are shadows of doubt you’ve chosen to entertain—and they are stealing your power. Your Business Is a Treasure Trove of Opportunity Let me remind you: your business is a treasure trove of opportunity. The product or service you offer has the power to change lives, solve problems, and deliver immense value. But first, you must believe this truth about yourself and your offering. Your concept of yourself is where the real treasure lies. When you see yourself as someone who brings value, builds trust, and delivers solutions, this belief transforms how you show up. It shapes how others see you, making your confidence and clarity irresistible. Shaping Your Reality Your assumptions shape your reality. Assume failure, and you’ll hesitate, stumble, and meet resistance. But assume success, and you’ll act with energy, optimism, and courage. Before every call, ask yourself: What if the person I’m about to contact is considering options? What if they’ve been wanting the solution I provide? Practical Steps to Transform Your Prospecting Pause and Visualize Success Before picking up the phone or writing an email: Affirm Your Value Tell yourself: “I bring immense value to prospects I connect with. I am their guide, their helper, their solution.” Detach from the Outcome Rejection of your outreach isn’t personal—it’s often about timing or priorities. Assume this: the right opportunities will flow to you as you stay persistent and confident. Act with Faith Prospecting is an act of faith. You can’t control every outcome, but you can plant seeds. Trust that every call and effort builds momentum toward your success. Your Business, Your Treasure Every time you hesitate, ask: What am I assuming right now? If your assumption is rooted in fear or doubt, replace it with this empowering thought: “What if I am eager to assume my business is a treasure trove of opportunity?” If you knew every prospecting session would lead to a qualified appointment, how would you show up? Remember: the treasure isn’t just in your product or service—it’s in your self-concept and your knowing your value. The more you believe in you and your success, the more others will see it, feel it, and respond to it. Your results will always mirror your assumptions. So go forth, assume boldly, and prospect with the confidence of someone destined to succeed. To your prospecting success, ​

Sales Call Reluctance™ is more than a simple aversion to calling; it’s a complex barrier that often paralyzes salespeople, resulting in lost revenue and unmet potential. Beyond fear of rejection, Sales Call Reluctance includes perfectionism as procrastination, where reps over-prepare instead of making calls, and a crippling internal critic that undermines their confidence. This reluctance can be intensified by a perceived misalignment between sales tactics and personal values, such as avoiding assertiveness to not seem “pushy.” Additionally, high-value prospects are frequently left untapped as salespeople gravitate toward “safer” leads, limiting the quality of their pipeline.

For managers, recognizing these obstacles is key to empowering their team. Traditional incentives fail because they don’t address the root emotional drivers of reluctance—fear, self-doubt, and burnout. Sales managers can create a supportive environment where reps feel safe acknowledging their challenges and developing self-awareness. Building resilience through targeted coaching, encouraging personal goal alignment, and promoting emotional intelligence can transform Sales Call Reluctance into proactive engagement.

Encouraging salespeople to focus on the value they bring, rather than fearing the outcome, shifts their mindset. When reps feel confident in their worth, they can approach prospects with genuine interest, overcoming hesitations. The path to overcoming Sales Call Reluctance requires more than scripts and incentives; it involves cultivating an environment where fear of rejection is neutralized, and confidence is built, allowing each rep to fully leverage their opportunities.

Sales Call Reluctance is the emotional hesitation to proactively prospect and self-promote. It has a first cousin — Close Reluctance, which is when salespeople hesitate to ask for the business, call the prospect into action and close the sale.

Sales Call Reluctance is a registered trademark of Behavioral Sciences Research Press (BSRP). Connie Kadansky has been a licensed rep of BSRP for 29 years.

What if one of your core assumptions about prospecting is the very thing holding you back from unparalleled success? Imagine the impact if that assumption —one you’ve held onto for years—was proven wrong. How much could your results improve? How much could your career transform, leading to a future of unprecedented success and achievement? Think back to a time when you discovered you were completely wrong about a prospect or a sales situation. Remember the shock, the recalibration, and the breakthrough that followed? Now, imagine experiencing that level of clarity daily. What if you could erase your deepest fears and doubts about proactive prospecting, clearing the path to extraordinary performance? I invite you to explore a concept that could revolutionize your approach to prospecting: the limiting and untrue assumptions lurking in your mind. Picture your mind as a garden. Every thought you cultivate is a seed that determines the quality of your harvest. Now, consider this: some seeds are weeds—limiting and untrue assumptions that choke out your potential. These are the assumptions that whisper: “I’m bothering people if I call them.””They won’t buy from me.””They’re happy with their current vendor.” These aren’t just pesky distractions; they’re powerful barriers that keep you from thriving in your new business development journey. But what if you could challenge these assumptions and uproot them for good? Let’s break it down: “I’m bothering people if I call them.” Is this true, or could your call be the exact solution they’ve been searching for or they know someone who needs your solution right now? “They won’t buy from me.” Are you certain? Or is this an unfounded fear that’s stopping you from building valuable connections and learning from every interaction? “They love their current provider.” Do you really know that? Or is this assumption keeping you from discovering the one thing that could make them switch and finding new solutions? Here’s the liberating truth: challenging these false assumptions makes room for new, empowering beliefs. Imagine replacing “I’m bothering people” with “I’m offering them an opportunity to solve a problem they might not even know they have.” Or swapping “They won’t buy” with “Every conversation is a chance to learn and grow.” When you clear these mental weeds, you free yourself to prospect with confidence and purpose. Top producers know that success isn’t just about skill—it’s about mindset. It’s about thinking clearly, creatively, and without constraint. So, here’s my challenge to you: identify one limiting belief that’s holding you back. Ask yourself, “Is this really true?” If it’s not, consider how shifting your perspective could turn prospecting into a game of curiosity and discovery. Are you ready to break free from fears sabotaging your new business development success? Imagine a life where your prospecting isn’t weighed down by doubts, fears, and limiting beliefs—where every call and meeting is an opportunity for growth and success. I’m offering an impactful one-hour thinking session designed specifically for sales professionals like you who are struggling with Sales Call Reluctance. For just $150, you’ll step into a safe, confidential space where you can confront the assumptions that are costing you big bucks, draining your energy, and causing those dreaded Monday morning blues. Why This Session is Worth Far More Than $150 Sales Call Reluctance is more than a fear—it’s a career-ending barrier if left unaddressed. This session will help you uncover and challenge the assumptions holding you back, freeing you to approach prospects confidently.Consider this—how many sales opportunities are you missing because of unaddressed fears? By investing $150 in this session, you could unlock thousands of dollars in lost revenue, making this a small price to pay for a massive return on investment.Imagine walking away from this session with a new, empowering belief that transforms your approach to sales. You’ll see a boost in your performance, energy, and enthusiasm. What You’ll Get: 60 Minutes of Focused Insight: We’ll dive deep into the specific assumption that is most holding you back. A Safe, Confidential Space: I create an environment where you can feel safe, vulnerable, and trusting as you explore what’s really going on beneath the surface. Actionable Takeaways: By the end of our time together, you’ll leave with a liberating new assumption that empowers you to confidently move forward. Invest in Your Future Success Text me at 602-380-5431 with 1) Your name, 2) A brief note on why the time is right for you to stop letting untrue, limiting assumptions sabotage your career, and 3) Request that I call you to schedule your session. I’m eager to help you take this transformative step. Ready to challenge your assumptions and discover a new path to success? Let’s get started. Already crushing your prospecting game? Feel free to pass this offer to anyone who could use a boost to overcome their prospecting struggles.

Discipline often carries an unfair reputation, perceived as a constraint that stifles creativity and spontaneity. Yet, this perspective misses a crucial truth: discipline is not a set of rigid rules but a powerful tool that creates a structured environment where true freedom can thrive.

Consider discipline as the framework of a house. Without walls and a roof, a house collapses under its own weight and the chaos of the elements. Similarly, without discipline, our prospecting efforts can become scattered and ineffective. Discipline provides the boundaries to safely explore and expand our new business development activity.

As Rick Rubin beautifully puts it in his book The Creative Act: The Way of Being, ‘Discipline is not a lack of freedom; it is a harmonious relationship with time. In sales, time is a precious resource. By dedicating specific times for prospecting, follow-ups, strategy, and reflection, we transform time from a fleeting, uncontrollable force into a resource we can direct and utilize. This is the power of discipline in making sure we have appointments on the calendar for new business weekly.

Discipline and freedom are not opposites but partners. Discipline offers the stability and structure needed to engage deeply with our new business development activities. At the same time, freedom is the state of mind we achieve when our time and efforts are used effectively. When discipline is internalized, it becomes a natural rhythm that supports our productivity, allowing us to work freely within the boundaries we’ve set.

Take the example of a top-performing salesperson who adheres to a daily routine of prospecting activity. This disciplined practice is not a constraint but a gateway to freedom. Through consistent effort, they build the skills and confidence to approach potential clients effortlessly and express their value proposition fully. The discipline of a daily routine creates a foundation upon which their creative problem-solving and relationship-building skills can flourish.

In essence, discipline in sales is about committing to our craft and respecting the time it requires. It’s about creating a balanced partnership between structure and spontaneity, each enhancing the other. By embracing discipline, we are not limiting our freedom; we are cultivating the conditions necessary for true liberation in our sales efforts.

Discipline transforms our relationship with time, making it an ally rather than an adversary. It provides a structured environment for experimentation, innovation, and, ultimately, success. By understanding that discipline and freedom are partners, salespeople can unlock their true potential and achieve lasting success.

What if you choose to experience your prospecting activity as an experiment?  If you knew your prospecting would uncover opportunities, how would you think, feel and what would you do?

If you are struggling with filling your pipeline with qualified prospects and setting appointments, You don’t have to face this alone. Enrolling in my 8-day free email course will give you the support and guidance to shift from struggling to finding cadence in your prospecting efforts. This course is designed for you to work independently every day for eight days. You’ll receive an email every morning with a couple of questions to answer.

You will learn what to do to move away from the prospecting struggle.

Here’s what you will learn:

1.      The Truth Behind Sales Call Reluctance.

2.      The Emotional Drive Behind Prospecting Success.

3.      The Imposters that Sabotage Your Prospecting Efforts.

4.      Why Fear of Rejection Isn’t the Root Cause

5.      Transforming Fear into Confidence.

6.      Overcoming Telephobia: The Secret of Sensory Injection

7.      A Proven Solution Transform Your Prospecting Approach

You may be wondering where the testimonials are. Well, guess what? This is a grand experiment. I have been training and coaching salespeople in diverse industries for 25+ years and have decided to provide incredible value through a free course. I am inviting you to join me in this scientific experiment on cause and effect.

Let’s get started. It’s simple:

1.      Click the “Start Now” link. Start Now

2.      Commit to the 8-day email course

Your success is in your hands. Be 100% committed and ready for change; I promise you’ll see the difference.

Click here only if you are “all in.”  Start Now Start Now

Already crushing your prospecting game? Feel free to pass this offer to anyone who could use a boost to overcome their prospecting struggles.

Conquer this career-zapping habit!

Ah, the mysterious and often misunderstood world of Sales Call Reluctance, a realm where even the bravest souls find themselves pondering, hesitating, and sometimes, downright evading. But fear not, dear sales pros, for within this tale of procrastination and avoidance lies the seed of inspiration, a call to action if you will. Let’s embark on a journey to understand the signs and more importantly to conquer them:

1. Your alarm goes off, and instead of bounding out of bed, armed with enthusiasm to conquer the sales world, you find yourself humming the blues, secretly hoping that your sales targets will magically achieve themselves. Consider this your wake-up call—not the one that jolts you from sleep, but the one that ignites a spark to change your approach.
2. Your productivity outside of sales is off the charts. Your mom is up to speed on every detail of your life, your hair could be featured in a shampoo commercial, and your dog? Well, he’s starting to think he’s in boot camp with all the walks. Yet, the thought of making a sales call gets a “maybe later.” How about we redirect some of that energy? Your dog could use a break, and your prospects could use a call.
3. Your call list has morphed into a “creative reasons to delay” list. You find yourself concocting scenarios like, “What if they’re having lunch. . . in another time zone?” or “Is it possible to be allergic to sales calls?” It’s time to challenge those fears with a dose of humor and a strategy to make the first call. After all, laughter is a great icebreaker.
4. Deep down, you feel like your mind plays hide and seek the moment you need to make a call, diving into anything and everything, from the latest news to yesterday’s sports scores. It’s time to play a new game, one where you seek out connections and conversations with your prospective clients.
5. You find yourself contemplating existential questions more often than dialing numbers, wondering if you’re really cut out to be a salesperson or if you’ve missed your true calling as a philosopher of Sales Call Reluctance. Here’s a thought: Why not be both? Use your philosophical musings to connect on a deeper level with your prospective clients and yourself.

Sales Call Reluctance is indeed no laughing matter, but tackling it doesn’t have to be a dreary process. Embrace the humor, the quirks, and the human moments. Remember, the journey to overcoming Sales Call Reluctance is not just about making calls; it’s about breaking down barriers, building confidence and discovering your unique voice.

Living with Call Reluctance is a choice, and so is overcoming it. There are paths paved by those who’ve gone before, strategies testing by time, and solutions designed to lift you over the hurdles. So, if you find yourself singing the blues, dodging the calls, and questioning your path, know that it’s within your power to change the tune, pick up the phone and embark on a journey of transformation.

Let this be your moment of inspiration, a nudge to turn reluctance into resilience, hesitation into action. Your future clients are out there, waiting for that call, ready to be inspired by what you have to offer. And who knows? In the process, you just might discover that you are indeed a sales pro poised to shine.

Decision fatigue is when the quality of a prospect’s decisions diminishes due to mental exhaustion. It is a phenomenon studied in neuroeconomics and decision-making. Think about this:

Mental Drain is like a muscle that gets tired from overuse. The brain does too. Making decisions requires cognitive effort; this mental energy depletes after many decisions.

When suffering from decision fatigue, prospects might either avoid making further decisions, make impulsive choices, or go with the default or status quo option. This is why judges might give harsher rulings later in the day. Who wants to be #5 for dental surgery on a Friday afternoon?

This does not apply to just big decisions. The hundreds of small choices we make every day, from what to wear to what to eat, add up and lead to decision fatigue.

This is Relevant, Sales Pros. Understanding decision fatigue is crucial for 70% of the sale:  Engagement and discovering the problem the prospect needs to solve.

Your prospects are humans, just like you:

               We all have a Volume of Decisions to make daily, ranging from strategic choices that shape our future to immediate operational decisions.

              Prospects have the Weight of Decisions. The decision and the consequence of their choices can significantly impact their employees, stakeholders,and reputation. The weight of the decisions intensifies the mental drain.

               The Complexity of decisions has a wide range of factors and potential outcomes.

               A Continuous Stream of Information bombards prospects with information, reports, data,and opinions. Processing and filtering this constant influx can be mentally exhausting.

               Long workdays, frequent meetings, and after-hour events mean prospects rarely get enough sleep, further contributing to cognitive fatigue.

               External pressures can be intense, with expectations, media scrutiny, and market pressures adding another layer of stress and urgency in decision-making.

Reflecting on my childhood, whenever I asked my father a question, he never gave a straightforward “Yes.” Instead, he’d say “We’ll see,” “Maybe,” or if he felt cornered, “Go ask your Mother.” While he was an outstanding foreman for power plant construction and adept at managing his team, his approach differed with us, his children.

How to help prospects with decision fatigue:

1.      Most often, our business isn’t one of single-call transactions. A follow-up is almost always needed. Rather than being direct, and risk getting a counterfeit yes, consider asking, “Would you be against setting up our next meeting now?” Remember, a “yes” without a how means nothing.

2.       For those times when you require statements, financials, or data from prospects to determine if you can assist them, change your approach. Instead of inquiring, “Would you be willing to gather your statements and send them over?” ask, “Would it be too much to ask for your statements before our next meeting?” Remember, tone matters; ensure you ask with confidence and a reassuring voice – unapologetically.

3.      Refrain from pushing prospects for a “yes.” Lean into questions that invite a “no.” As Chris Voss, the former FBI hostage negotiator and author of “Never Split the Difference,” suggests, a “No” can often lead to a more open and fruitful conversation.

4.      When dealing with a hesitant prospect, pose questions like, “Are you against sharing what is keeping you from moving forward?” or “Would it be absurd to suggest we meet next time with your business partner (or spouse)?”

A client recently asked me whether these techniques can be devious and manipulative.

My Answer: The ethical use of neuroscience and psychology in sales revolves around sincerity, respect (identifying the prospect’s values and rights), and genuine care for the prospect’s needs and best interests. When these principles guide your actions, not only will you foster trust, but you’ll also ensure long-lasting, positive relationships.  Using these techniques manipulatively will fail. You need to have a curious mindset and a presence in your conversation.

The importance of prospecting cannot be overstated. It’s the lifeline to new opportunities, fresh leads, and potential clients. Prospecting requires salespeople to step into unpredictability – the unknown.

Many salespeople need to pay more attention to this pivotal activity. Often, the root cause is an unseen psychological barrier: Anticipatory Anxiety.

What is Anticipatory Anxiety? It is that uneasy feeling of dread or fear about a future event or situation. For salespeople, this often translates into the fear of rejection or embarrassment of reaching out to potential clients. This anxiety can manifest in various ways – from subtle procrastination to more overt avoidance behaviors.

How Does It Impact Prospecting?

When a salesperson experiences Anticipatory Anxiety, their mind is often flooded with negative scenarios:

                What if they say ‘no”?

                What if I say something stupid?

                What if they’re not interested?

                What will they think of me?

                What if they ask me a question I don’t know the answer to?

These looming questions create a mental block, deterring salespeople from making the call or doing proactive outreach. Over time, this avoidance has a snowball effect. The less frequently you prospect, the more intimidating it becomes, resulting in missed opportunities and stunted sales growth.

Sales Call Reluctance is the emotional hesitation to leverage relationships, proactively prospect and promote.  It is fear – which is a mental response to a “perceived” threat. Imagine a salesperson with a sack over their head. The sack serves as a self-protective barrier.  What are they attempting to protect?

The Power of Specialized Coaching

There is good news!  Like many challenges in sales, Anticipatory Anxiety can be overcome with the right tools and mindset. This is where a Sales Call Reluctance Coach comes into play.

Coaching to Overcome Sales Reluctance focuses on:

1. Identifying the Root Cause: Before addressing the specific type of reluctance, it’s essential to understand its origins. Is it past rejections? Lack of confidence in the product or service? Fear of the unknown? Pinpointing the type of reluctance tailors the solution. Telephobia is one of the 16 types of Sales Reluctance. It is one of the easiest to overcome.  I did it in one morning in my office.
2. Cultivating Curiosity is a powerful tool: Curiosity diverts attention from internal anxious thoughts to the external world.  Curiosity builds confidence to learn. When you are curious about prospects, you’re more likely to have positive and constructive conversations.
3. Shifting Mindset: Learn to reframe your perspective. Instead of seeing prospecting as a potential threat, it’s an opportunity – a chance to learn scientifically proven techniques on how to initiate contact with potential buyers. The miracle is in changing the mindset from self-centric to value-genic.
4. Role-playing and practice: Salespeople become comfortable and confident with the process by repeatedly simulating prospecting scenarios. Over time, this diminishes the anxiety associated with the unknown.  Chris Voss, former FBI negotiator, famously says, “When under pressure, salespeople do not rise to the occasion; they fall to the highest level of preparation.”

Anticipatory Anxiety silently hinders your performance and potential.  With awareness, understanding, and the guidance of a Master Sales Call Reluctance Coach, this invisible barrier can be dismantled. As you break free from this invisible barrier, you can unlock new levels of success, drive, and opportunity in your career.