Articles

Are you not prospecting consistently because you have difficulty asserting yourself? Are you afraid to incite conflict by asking discovery questions? Are you afraid you will appear pushy or intrusive? Are you sociable but not necessarily outgoing? Are you building a number of relationships but not meeting your production goals? Are you paying for lunches, […]

There comes a time, when all salespeople emotionally reconcile to the fact that their fate is in the hands of their prospecting activity. Unfortunately, sometimes it seems like it is too late.  The habit of procrastination and the negativity has built up so much that it is hard to shift your self-image when it comes to successful prospecting. However, […]

Sales Call Reluctance is an emotional hesitation to prospect and self promote.  People who experience Call Reluctance perceive prospecting as an emotional threat. To overcome Sales Call Reluctance requires “Thought Realignment,” or changing your internal conversation around prospecting.  Ask yourself “What if” questions, for example, “What if you had an unlimited supply of ideal prospects?”  […]

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 […]