Sales call reluctance consists of all the thoughts, feelings and “avoidance” behaviors that conspire to keep otherwise talented, motivated, potential high-level salespeople from earning what they’re worth.
You're not alone.
Prospecting energy habitually over-invested in analyzing at the expense of prospecting. Information-gathering, organization and preparation become crutches instead of tools. Fear of seeming unprepared and/or superficial outweighs practical need to present accurate information.
Prospecting energy diverted to coping with the fear of being considered pushy or intrusive by prospective buyers. High scorers may cope by waiting for just the right time to call, or elevate rapport-building above closing. Desire to avoid conflict may interfere with assertive selling behaviors such as naming a price or answering objections.
Prospecting energy squandered on acquiring and projecting the appearance of success. Acquiring new business becomes secondary to cultivating an image of professionalism, polish, credibility, and sophistication. High scores may be accompanied by overuse of jargon, name-dropping, "flashing" expensive accessories, educational degrees, or professional affiliations.
Prospecting energy may be unimpeded, except when it comes to contacting up-market prospective buyers. Discomfort due to pre-intimidation leads to avoiding persons of wealth, prestige, education or power. Prospecting efforts may be inefficient, targeting only lower-level individuals or non-decision-makers.
Prospecting energy routinely diverted from opportunities to prospect before groups of people. Group presentations, when unavoidable, may suffer from stiffness and hesitation not typically present during one-on-one contacts.
Prospecting energy may be unimpaired when making initial contact with prospective buyers, but hesitation sets in when asking current contacts for referral names. Potential referrals are sacrificed due to the fear of jeopardizing current relationships or offending clients.
Prospecting energy lost to coping with unresolved guilt, shame or discomfort about being in sales. Contributing factors may include over-identification with negative stereotypes about salespeople, or feelings that choosing a sales career has disappointed a significant other. Energy may be diverted to expressing a rigidly over-positive attitude of using "deflected identity" to disguise the sales function.
Prospecting energy diverted to coping with fear associated with using the telephone as a prospecting tool. Energy typically over-invested in less efficient forms of contact that do not require using the phone.
How to Overcome Prospecting Mistakes
This sales prospecting report addresses common issues of an individuals Behaviors, Attitudes, and Techniques that must be overcome to reach peak sales performance, including sales reluctance.