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 experiencing Sales Call Reluctance, however, they are actually suffering from a Low Goal or Low Motivation Imposter.
Low Goal Imposter means that they are not emotionally connected to their goals and they are short of “want to.”
Low Motivation Imposter means that they do not have the physical or psychological energy to prospect and they are short of “can do.” They do not have enough gas in their gas tank or juice in their battery to prospect.
It’s important to find out what is really going on so that they can stop the superficial “band-aids” to their performance issue. Once they are courageous enough to take an assessment, and if they can come to grips with what is at the core of their performance issue, they can find their way forward. Sometimes I encourage my clients to seek medical treatment due to low motivation scores. One gentleman shared that his doctor had never seen such low testosterone scores. He was able to get on track physically so he had enough energy to prospect and sell.
SPQ Gold Assessment is the only assessment in the world that measures Sales Call Reluctance and the Imposters. It is used for pre-hire and also for training and development.