The first step is admitting there is a problem. Call reluctance hits sales rookies and seasoned pros alike, and its impact is well-documented. What causes call reluctance? How can you beat it?
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Author by : Sidney C. That is the promise of this book! Everybody is promoting something, and most of us have some resistance to the process of getting other people interested in whatever you are offering.
Everybody is promoting something and most people have some resistance to the process of getting other people interested in whatever you are offering. The resources in this book are a reflection of over thirty years as a full-time sales performance coach.
This information has helped thousands of people breakthrough their barriers and find the will to make the prospecting calls they need to make. There are many different perspectives presented because everyone is different. The key is finding a state of mind that allows you to take action.
From a bigger perspective, this book is about how to positively deal with the resistance you have to doing what you need to do to succeed. If you can learn to block out the part that is putting on the brakes and listen more carefully to the part that can do anything That is the promise of this book.
If you are facing this kind of challenge, this book is the perfect place to start!
Call Reluctance Assessments & Sales Training
Numerous BSRP studies based on large samples of salespeople reveal that lack of prospecting as the primary reason for underperformance in sales. Nothing else even comes close — not the fear of rejection, inadequate training, low self-esteem, lack of product knowledge, low self-discipline, ambiguous goals, the fear of success, or the fear of failure. Does call reluctance really matter? That is for you to decide, but here are two statistics to consider: 1. Because they do not have enough prospective buyers. That means that just under half of all the salespeople may be at risk. Again, does call reluctance matter?
Call Reluctance: What It Is and How to Overcome It
Social Self-Consciousness fears being intimidated Role Rejection ashamed of sales Referral Aversion fears losing client by asking for a referral Doomsayer sees worst-case scenario all the time Oppositional Reflex critiques and blames others MDRT vs. In this study, Dudley and Goodson gave participants a questionnaire, scored and examined in terms of age, time in the industry, and MDRT commissions category. The lesson? Be concerned with results, not your image. The most successful insurance sales people prepare, but they know when enough is enough. Stage Fright. Top producers use group sales techniques like seminar selling that other salespeople might shy away from.