The dirty little secret no one is talking about — Sales Call Reluctance. It is easy to hide, deny and suppress the fear while hiding behind serving current clientele.
In the sales world, there’s a dirty little secret that often goes unspoken: Sales Call Reluctance. This insidious fear lurks in the minds of even the most seasoned salespeople and financial advisors, causing them to hide, deny, and suppress their anxieties while maintaining the facade of serving their current clientele and relying on referrals from their current clients.
Sales Call Reluctance is the overwhelming fear of making sales calls or reaching out to potential clients. It can manifest in various ways, such as procrastination, avoidance, or making excuses to avoid picking up the phone. Despite their outward success, many experienced salespeople suffer silently from this fear, afraid to admit their vulnerability.
Why is this secret so well-guarded? One reason is the culture of sales, which often prioritizes a confident and fearless demeanor. Salespeople are expected to be bold, assertive, and unafraid of rejection. Admitting to Call Reluctance can be seen as a sign of weakness or incompetence, potentially jeopardizing their reputation and career advancement.
Another reason is the focus of serving existing clients. Seasoned salespeople often find comfort in maintaining relationships with their loyal clientele. They become experts at delivering exceptional customer service and meeting the needs of their current accounts. However, this comfort zone can also become a trap, preventing them from pursuing new opportunities and expanding their customer base.
Acknowledging and addressing Sales Call Reluctance is crucial for personal and professional growth. Salespeople need to recognize that fear is a natural emotion and seeking help to support is not a sign of weakness, but rather a step towards improvement. I have a proven program to help salespeople overcome call reluctance and regain their confidence. https://www.exceptionalsales.com/positive-intelligence
It’s time to break the silence and start an open dialogue about Sales Call Reluctance. By addressing his hidden fear and providing support, we can create a more empathetic and nurturing sales culture that allows salespeople to thrive, both in serving their current clientele and exploring new business opportunities consistently.