The Psychology of

Sales Call Reluctance

by George W. Dudley

& Shannon L. Goodson


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Call Reluctance®

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A three-day educational course on the theory and application of testing to help find top producing salespeople, with emphasis on SPQ*GOLD/FSA. Also introduces participants to the latest BSRP assessments for selection and development. Designed for sales managers, executives, HR professionals, consultants, and psychologists.

PICKING THE BLUE CHIPS IN SALES FOR MANAGERS

SPECIAL THREE-DAY ADVANCED MANAGEMENT TRAINING COURSE

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Modern Sales Selection: Accelerated Clientele-Building With SPQ*GOLD/FSA, The Call Reluctance® Scale

A three-day educational course on the theory and application of testing to help find top producing salespeople, with emphasis on SPQ*GOLD/FSA. Also introduces participants to the latest BSRP assessments for selection and development. Designed for sales managers, executives, HR professionals, consultants, and psychologists.

Most salespeople and sales managers already know nothing happens in sales until contact is initiated with prospective buyers. That means prospecting. Sales prospecting is a behavioral competency, not a personality trait. It’s the greatest challenge faced by sales managers because most salespeople today either can’t, don’t or won’t make contact with prospective buyers in numbers sufficient to support personal and organizational objectives. Why? Scholars found up to 80% of all salespeople, new and established, experience conflict, hesitation and discomfort when they try to prospect. It’s like trying to drive with your foot on the brake. All the thoughts, feelings and sales-stopping behaviors that conspire to block the performance of otherwise talented, capable and motivated sales professionals have a name: Sales Call Reluctance®. Numerous scientific studies show that Sales Call Reluctance limits performance across countries, cultures and sales settings. And, it’s responsible for the failure of more high-potential salespeople than any other single factor. Nothing else comes close.

Does Sales Training Help? If Sales Call Reluctance® has contaminated your sales team, conventional sales training won’t help. Neither will competitive new products, expensive brochures or high-dollar customer management procedures. They'll just increase costs. Think about it. What good are slick, new sales supports if your salespeople don’t have enough prospects to sell to?

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