"Through Call Reluctance Assessments, Sales
and Management Training, and Consulting, Mike Stewart enabled my
team to close
more than $35,000,000 in new annual sales revenue." - Tim
Matthews, Vice President, Overhead Door Corporation
In a recent study of 84,000 Salespeople,
90% were found
to have Sales Call Reluctance®
strong enough to seriously
impair their prospecting.
Mike
Stewart is a leading authority in diagnosing
and overcoming Sales Call Reluctance®
in order to close more sales.
What is Sales Call Reluctance®?
It is the hesitation of
salespeople to initiate contact on a consistent basis
with
prospective Buyers in sufficient numbers to make their
quotas and
earn what they're worth.
Sales
Call Reluctance® Kills Sales and Kills Sales
Careers!
Why do many
salespeople who want desperately to
succeed fail to produce
the volume of sales they are
capable of? There is
something stronger than their
desire
for success. It
prevents them from using the
skills they have worked hard to
develop. It is fear.
This type of fear has a
name, and its name is
Sales Call Reluctance®.
Sales Call Reluctance® prevents well-trained
salespeople who believe strongly in their product and are
deeply loyal to their company from being really successful.
Instead of calling on qualified prospects with high
potential, they substitute "safe" calls or other activities
that allow them to stay in their comfort zones. You
will find them in their office instead of in the field,
making excuses instead of making calls.
Sales Call Reluctance® may be killing your
sales performance, and killing your career potential in the
process.
If your sales
are not representative of the potential in your territory,
Sales Call Reluctance® may be the problem.
It causes -
Do you see
these symptoms of Sales Call Reluctance®?
•Blaming others or
job requirements for not prospecting.
• Complaining to divert attention from sales
responsibilities.
• Whining to get sympathy and create guilt.
• Spending time and effort on "safe" activities
instead of sales-producing
activities.
• Making excuses instead of making productive
calls.
• On the computer instead of prospecting on the
telephone.
• Staying in the office instead of getting into
the field.
The good news about Sales Call Reluctance® is -
1. You can correct it through
diagnosis and training.
2. You can avoid hiring
people who have it through
testing.
Are your salespeople making excuses instead of
prospecting?
If they are,
their behaviors are keeping you from
achieving the
success you deserve.
To make quota and exceed your sales budget, your
salespeople must initiate contact with prospective
buyers
in sufficient numbers to be successful. In
short, they must prospect.
"The single
characteristic shared by the most successful
salespeople is simple this - they initiate contact
with more prospective buyers than those
who are not as successful."
- George Dudley,
Behavioral Scientist
Behavioral Sciences Research Press
»»»»»«««««
The
Twelve Types of Sales Call Reluctance®
This problem is not just to
overcome cold Call Reluctance®.
It is not just one thing. It takes twelve known forms.
The following chart provides a
concise, preliminary overview of the twelve types of Call
Reluctance®
along with a key characteristic associated with each.
How many of these do you see in your salespeople?
Call Reluctance®
Types
"Marker"
Behaviors
Doomsayer
Worries, will not
take social risks
Over-Preparer
Over-analyzes,
under-acts
Hyper-Pro
Obsessed with
image and creditability
Stage Fright
Fears group
presentations
Role Rejection
Ashamed of sales
career
Yielder
Fear of intruding
on others
Social Self-Consciousness
Intimidated by
up-market clientele
Separationists
Fears loss of
friends
Emotionally Unemancipated
Fears loss of
family approval
Referral Aversion
Fears disturbing
client relationships
Telephobia
Fears using the
telephone for prospecting
Oppositional Reflex
Rebuffs attempts
to be coached
You can identify the presence
and severity of Call Reluctance®
in your sales force
with this cutting edge Sales Assessment:
The SPQ*GOLD®
Call Reluctance Scale®consists of three
Reports that aidin the application of this
assessment. Please click on each of the following
links to view the reports.
"Totally
unbiased, non-emotional view of every candidate...
enabled us to turn our sales force completely around."
-
Dennis Gillespie, Vice President of Sales
Lintech International
This Report will enable you to:
1. Correct the sales
behaviors and activities of your present salespeople.
2. Select candidates who are
most likely to consistently initiate contact with
prospective buyers in sufficient numbers to be
successful, and eliminate those
who are not as likely to
do so.
Hire candidates who will
make sales calls instead of making excuses.
Also, correct the prospecting behaviors of your current
salespeople.
It is relatively easy to find
salespeople who can do the job.
The challenge is finding salespeople who will do the
job.
To learn more about hiring top sales producers:
Click Here
This is the only program in
the world designed exclusively to help salespeople
overcome cold call reluctance and the fear of all types of
prospecting. This program is based entirely on more
than 25 years of mainstream psychological research into
the Science of Selling and will help your sales team make
more sales calls and sell more new business.
Call
Reluctance®,
SPQ*GOLD®, Fear-Free Prospecting & Self-Promotion
Workshop®, Psychscore® are registered
trademarks of Behavioral Sciences Research Press, Inc.,
Dallas, Texas. ALL RIGHTS RESERVED.
»»»»»«««««
Mike Stewart, Certified Speaking Professional
(CSP), Registered
Corporate Coach (RCC), Sales
Trainer/Speaker, Executive Coach,
Sales consultant, Author
Subscribe to Our
Free
Sales
Booster™
E-Zine
Sales,
Management, Motivation, Attitude, Communications
Free Professional Development Bonus
Click for Details
