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Call Reluctance by Jerry T. Hancock _______________________________________________________________________ Call reluctance can be the death of a potentially good salesperson. It's simply means that for whatever reason, you resist making calls. Typically the reason for this is fear of rejection but there may be other issues such as insecurity about product knowledge, intimidation or simple lack of confidence. Like any other problem, it is best overcome with success. It seems certain that you'll never achieve success until you make a call and never break the cycle until you dial the next prospect. Here are some suggestions: Make A Game Of It Tell yourself that you want to see if you can make 10 calls within the next hour, even if they are not to valid prospects. This will break the cycle of inactivity and get you on the phone. Who knows, you might stumble onto a sale!
Call Your Best Customers Call some of the best customers who are already buying and with whom you're more likely to be comfortable. Don't try to sell anything, just tell them you're checking in to see how things are going. It's possible they may be experiencing a new need, but for sure they will appreciate the extra attention. This can help you reduce your anxiety about rejection.
Give Yourself A Reason To Call Is there a new product in your repertoire? Have you heard of a new application recently? Did you have a new idea on the way to work about how the product might be used? Call a prospect, even one you are convinced will never buy, and just share this information without an attempt to sell.
Do Some Self Analysis Is this a problem that happens routinely? Are you questioning whether you should be in the sales business at all? Do you find the idea of talking to strangers unpleasant? If you answered yes to these questions, sales may not be the right field for you. If that is the case, don't feel bad about moving on. More likely you simply need to work on some of the other baggage you're carrying around. Read some of the articles about motivation elsewhere in this website and also read the article for new salespeople. There may be some ideas there you can use. What ideas do you have on this subject? Add them to our forum page. (You may reprint this article or distribute it at will as long as it includes the following Copyright notice.) Copyright 2005 Jerry T. Hancock and sellingcoach.netTM
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