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“Sales Call Reluctance is nothing to be embarrassed about. Allowing it to persist needlessly is.”

Unlock your true sales potential. Identify and overcome the hidden psychological barriers holding you back from prospecting success with the world’s leading expert in Sales Call Reluctance.

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Types of Call Reluctance

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What is Sales Call Reluctance?

The hidden psychological barrier preventing 80% of salespeople from reaching their true potential

It's Not Laziness. It's Psychology.

Sales Call Reluctance is an emotional hesitation to prospect and promote, despite having the skills, knowledge, and incentives to do so. It’s not incompetence—it’s psychological self-protection masquerading as avoidance, hesitation, and procrastination.

"Sales isn't about what we do, it's about who we believe we are when we do it."

Because salespeople are daily public performers, the role stirs up self-judgment, fear of evaluation, and perceived social risk. Sales asks people to do something profoundly human—initiate. And initiating triggers our evolutionary discomfort.

Learn About The 16 Types

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Proven methodologies backed by behavioral science and 28 years of real-world results

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Everything You Need to Know About Call Reluctance

Get answers to the most frequently asked questions about Sales Call Reluctance and how to overcome it.

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Because sales isn't about what we do, it's about who we believe we are when we do it. Salespeople are daily public performers, which stirs up self-judgment, fear of evaluation, and perceived social risk. Sales asks people to do something profoundly human—initiate. And initiating triggers our evolutionary discomfort, particularly with people they don't know.

It measures 16 distinct types of Sales Call Reluctance, from role rejection to emotional inhibition, yielder reluctance, and hyper-professionalism. It's not a personality test; it's a behavioral diagnostic tool designed for action. Think of it as a prospecting EKG—showing where the friction lives so you can stop guessing and start changing.

Smart companies use it as a predictor of prospecting behavior, not potential. They want to know: Will this person get on the phone, knock on doors, and lean into outreach, or subtly avoid it, day after day? It's not about screening people out—it's about setting them up. You can coach from day one if you know where someone hesitates.

Speak to their value gap—not your product. Curiosity is the magnet. Leave a message that opens a loop: "Hey Sarah, I noticed something that might be costing you a lot of time—happy to share if it's helpful." Now you're a resource, not a rep.

By helping them name it, claim it, and face it behaviorally—not just intellectually. Progress is made one outbound action at a time. We don't talk people out of reluctance. We walk them through it—with insight, support, and small wins stacked daily.

Ready to Stop Sabotaging Your
Prospecting Success?

Get answers to the most frequently asked questions about Sales
Call Reluctance and how to overcome it.

Discover. Conquer. Master. Thrive.

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