Articles

The dirty little secret no one is talking about — Sales Call Reluctance. It is easy to hide, deny and suppress the fear while hiding behind serving current clientele. In the sales world, there’s a dirty little secret that often goes unspoken: Sales Call Reluctance. This insidious fear lurks in the minds of even the […]

Overcoming Sales Call Reluctance is essential to embody a proactive approach to new business focused on identifying opportunities, creating value, and generating profit. Sales Call Reluctance is a show-stopper that hinders success and devastates careers. Sales Call Reluctance is the fear or hesitation to prospect and promote. It impedes capitalizing on opportunities and even following […]

What is going on in our brains? Dr. Joe Dispenza, a New York Times bestselling author who conducts extensive scientific research on performance and goal achievement, studies the brain. According to him, when stress hormones arouse the brain and people continuously shift their attention from one thing to another, the brain fires incoherently. This leads to […]

Self-reflection is an essential component to overcoming Sales Call Reluctance because it allows salespeople to gain insight into their thoughts, feelings and actions. It is a process of self-examination of behavior and beliefs to make positive changes. Yet many salespeople do not like to self-reflect because: 1.      Self-reflection can bring up uncomfortable emotions, such as guilt, shame, […]

Who is this blog for: 1) Any salesperson who needs to get in front of more prospects consistently. 2) Sales managers who have people on their teams who are not prospecting and converting. 3) For the salesperson ready to own up to their true potential. Excuses are rationalizations we make to ourselves about prospects, prospecting […]

Sam had fascinating first meetings with prospects. He was high on the conversation and left feeling “positive” – mission accomplished. However, he had excessive no-shows to his second appointments or aggravating last-minute cancellations. He was getting the counterfeit, yes. Sam invested in an ECHO listening assessment and soon discovered that he was listening to FIX […]