Articles

Every salesperson wants results yesterday. When there’s a lull—or worse, a dry spell—we double down. More calls. More emails. More doing what’s always been done… hoping the old magic sparks again. But what if it’s not about tactics?What if the engine driving all your activity—your motivation—has quietly run low? The SPQ Gold Assessment measures your motivation—your physical and psychological energy to prospect […]

This might seem like I’m calling you out for being lazy, but it’s actually about showing yourself the same respect you give your best client. You might feel like I’m judging your follow-through, but I’m not. I know what it’s like to start at the call block and suddenly remember the laundry. If prospecting feels […]

Sales Call Reluctance vs. Prospecting Resistance: Are They Twins or Total Opposites? Sales Call Reluctance is the internal hesitation or emotional discomfort a salesperson feels about initiating contact with potential buyers. It is an inner psychological barrier, fueled by hidden fears, embarrassment, rejection, or failure. This reluctance can make talented salespeople avoid critical business-building activities, […]

I recently received a love note from one of my subscribers. It was anonymous because nothing screams bravery quite like hiding behind an angry email. They wrote, and I quote, “Salespeople who have Sales Call Reluctance are weak.” Ooh, spicy! Now, normally, I’d file that under “Fan Mail from Admirers Who Need a Hug,” but […]

Isn’t it true that when you first ventured into sales or launched your business, you started with the assumption that success was inevitable? Yet, along the way, we often fall into the trap of untrue assumptions that limit us. The good news? Just as assumptions can hold us back, they can also empower us—when we […]

Sales Call Reluctance™ is more than a simple aversion to calling; it’s a complex barrier that often paralyzes salespeople, resulting in lost revenue and unmet potential. Beyond fear of rejection, Sales Call Reluctance includes perfectionism as procrastination, where reps over-prepare instead of making calls, and a crippling internal critic that undermines their confidence. This reluctance […]