A sales manager asked me the other day in the most sincere tone of voice “is it truly possible for a salesperson to overcome Sales Call Reluctance?” It was evident that he had his doubts. He was right. Call Reluctance is a complex, perplexing problem. It is not as simple as most sales managers want to make it by saying “just pick up the #$()@#* phone.”
My sincere answer to him was “yes, it is possible IF the salesperson goes through the four steps to overcome Sales Call Reluctance with a coach/trainer/manager who truly understands Call Reluctance.”
1) They must be aware of their call reluctance. Call reluctance shows up first in the commission checks and second in the appointment calendars. How happy are they with their commission checks? How many appointments do they have this week with NEW prospects? There is no better indication of call reluctance than checks and calendars. If the salesperson is not willing to be honest with themselves and are confused about this first step, they are most likely NOT going to address their call reluctance issue.
2) They must assess their call reluctance. The only way to truly assess Sales Call Reluctance is to take the SPQ*Gold assessment, the only assessment in the world that is validated through psychometric methodology that measures the 12 types of Sales Call Reluctance. They will find out what kind of call reluctance they suffer from and to what intensity. Some types of Call Reluctance are more easily overcome than others. For example, Telephobia is relatively easy to overcome, as well as Referral Aversion. However, Yielder and Overpreparer Call Reluctance are more difficult and take longer to overcome. Precise Diagnosis is the KEY!
3) They must admit they have Call Reluctance, which is the emotional hesitation to initiate contact with prospective buyers on a consistent basis. Sometimes this is the most difficult step. If they have the courage to be honest and admit their Call Reluctance, the chances of them overcoming Sales Call Reluctance is entirely possible. If they half-heartedly pay lip service, forget it, they are fooling themselves and until they get out of the illusion, any investment to train or coach them may be for naught.
4) They must be willing and motivated to apply proven techniques in overcoming Sales Call Reluctance. These techniques or prescriptions were researched and developed by behavioral scientists George Dudley and Shannon Goodson. The prescriptions are designed for particular types of call reluctance. One prescription does not work for everyone. If the wrong prescription is prescribed, it can actually make someone’s Call Reluctance worse. Different prescriptions are prescribed for different types of Call Reluctance.
Once people have gone through these four steps, they will be able to free themselves and start earning what they are worth!
Question: Why is it that salespeople want to hide and deny their call reluctance? What are they afraid of?
Let’s hear from you!