Articles

Did you know when your hands are warm, it literally tricks your brain into being calm? Call reluctance, the emotional hesitation to prospect, causes blood to be rerouted from your extremities to your vital organs. This is the body’s reaction to protect the vital organs from perceived harm. That is why your hands tend to turn clammy […]

Sales Call Reluctance is the emotional hesitation to prospect and self-promote.  It is a fear that salespeople experience when it is time to proactively initiate contact with potential buyers.  Fear is a mental response to a perceived threat. An average salesperson needs to have at least 10-12 appointments a week in order to achieve their […]

Without a strong emotional connection to the why behind what we are doing, very rarely will we persist through Sales Call Reluctance.  Creating a vision that magnetizes salespeople beyond their fear is key to profitable prospecting.  We must have something that is stronger to which we can anchor our attention. Without an effective plan that clarifies and […]

Many people think that being held accountable is all about consequences. Accountability is not about consequences.  It is about ownership.  Accountability is a character trait, a life stance, a willingness to own your actions and results regardless of the circumstances. Accountability is “choosing to” not “having to.” “I have to prospect today.”  or “I choose […]

Sales Call Reluctance is the emotional hesitation to prospect and promote. It is an invisible self-protective barrier that keeps salespeople from earning what they are worth. There are 16 types of Sales Call Reluctance. Telephobia (fear of telephone prospecting) is one of the easiest to overcome! Two Americans won a Nobel prize about their research […]

Way back in 2001 when the Arizona Diamondbacks won the World Series, Pitcher Curt Schilling shared one very important mindset that he attributed to his success. Prior to his big wins, he admitted to pitching, one inning at a time. He had talent, but was not that successful.  After retaining a performance psychologist, he started focusing […]