Is Sales Call Reluctance® holding your career hostage? There are four general steps to beating Call Reluctance. Many call reluctant individuals and organizations are unable to proceed through the four, but motivated salespeople and sales-oriented organizations can and do. Everyday. However, in the spirit of full disclosure, it is easier to draft excuses for downplaying, dismissing or simply denying prospecting problems exist. Just hope your competitors are doing likewise.
- Become Aware. Most call reluctant salespeople know they’re not producing at their optimal level. Many are relieved to discover that what they thought was “burnout,” “the fear of rejection” or something more esoteric, has an actual diagnosis and concrete solutions. Simply recognizing call reluctance as a performance limiter puts you ahead of your less-informed competitors.
- Admit It. It’s easy to blame incompetent management, market conditions, uncompetitive products and substandard supports for lack of production. Knowing about call reluctance and then admitting that you or your organization might have it, and you’ve taken two very important steps to overcoming it. The most universal call reluctance indicator for individuals and organizations is passionate, categorical denial that it exists and may be limiting them.
- Assess It. Sales call reluctance actually consists of 16 different forms of coping with prospecting distress, from avoiding the phone to overdosing on preparation. What is needed to overcome it depends on which type or types are involved. Which antibiotic you are prescribed depends upon which type of bacteria is causing a problem. Applying the same procedures to correct different forms of call reluctance is likely to be more harmful than doing nothing at all – and can actually make the problem worse. Accurate diagnosis is essential.
- Apply. Talking about sales call reluctance is one thing. Doing something about it is another. Simply understanding it won’t make it go away. Eliminating or reducing sales call reluctance requires a willingness to change and an investment of time and energy on your part. How long will it take? If you are willing to do what is required, some forms can be completely eliminated quickly and easily. Others can take longer. But, they can all be managed, and prospecting can become more comfortable, satisfying and rewarding – without changing either your personality or your principles.
How many sales are you or your team losing to call reluctance? Find out more about BSRP’s thought-leading practices and procedures for managing call reluctance and explore our range of assessments, sales training, and our latest research. Take our 10-question survey and find out your risk for call reluctance. To learn more contact us today!