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 […]

In my monthly webinar on overcoming Sales Call Reluctance I asked my audience what their favorite excuse was for not prospecting.  One individual answered:  “Attending Webinars!” Many salespeople have read all the books, listened to all the CDs, attended all the webinars and they are still not achieving their goals. Sometimes salespeople think they are […]

As salespeople if we are active in our marketplace every day we’ll have some type of challenge or obstacle; right? How can you ensure that you’ll keep yourself in a good psychological place no matter what challenge arises? I encourage my clients to start every day, seven days a week, writing down five things that […]

It happens time and time again  . . . another veteran salesperson admits that he is uncomfortable with prospecting.  Chris has been selling for over 25 years with credible tech companies in the role of an account manager.   He shared that once he is face-to-face with a prospect that he has a high close rate […]

 Most cases of cold call reluctance are simply because a salespeople needs to do some internal and external homework! If you have truly done your homework and know who your ideal prospect is and what problem you solve for them. . .  you will be calling into your ideal target market.  Seriously.  Then you can […]

  You’re sitting in your office after promising yourself yesterday that you would start making cold calls today . . . and you reach for the phone and you stop. . . you suddenly remember you need to make a dental appointment, then you remember your dog is overdue for grooming, then it hits you […]

SPQ*Gold, the only assessment in the world that measures Sales Call Reluctance, won Best in Class from Management Recruiter International network of executive search firm owners. SPQ*Gold is used worldwide in selection of salespeople who must prospect or they will fail. It is also used worldwide in training and development of salespeople. For help in making sure […]

A veteran salesperson who is highly respected in his industry called last week and admitted to experiencing Sales Call Reluctance.  He knows that despite his sales success, his bank account could be much more exciting if he overcame his Sales Call Reluctance.  Because he is motivated and goal oriented and he knows his industry inside […]

A sales manager asked me the other day in the most sincere tone of voice “is it truly possible for a salesperson to overcome Sales Call Reluctance?”   It was evident that he had his doubts.  He was right.  Call Reluctance is a complex, perplexing problem.    It is not as simple as most sales managers […]

Did you know that the SPQ*Gold Assessment developed by George Dudley and Shannon Goodson is the only assessment in the world that measures Sales Call Reluctance?  This assessment has 21 different measurements and “telephobia” is only one of the 12 types of call reluctance.  Have you ever hired a call reluctance salesperson?  What was your […]