Green Zone Selling by Douglas Smith

Author:Douglas Smith [Smith, Douglas]
Language: eng
Format: epub
Publisher: AuthorHouse
Published: 2011-06-21T04:00:00+00:00

The Curse of Call Reluctance

We all know where sales come from: Sales come from sales activities like networking, advertising, marketing, and making consistent contact with people and prospects. That being understood, there is one thing that stops most salespeople from making the contacts it takes to generate more sales. It is the “curse” we will now examine. It’s the main reason why many folks would never consider a career in selling and it is why so many in the profession perform poorly, quit, or eventually get fired. It’s a killer of sales careers. It is called sales call reluctance.

At its core, sales call reluctance is a psychological fear of prospecting. Essentially, it is you talking yourself out of making contacts (calling prospects, setting up appointments, asking for referrals, etc.) because of some fear you have fabricated in your mind. This fear manifests itself in many ways. For some salespeople it is…

• A fear of being rejected

• A fear of being a pest or a bother to people

• A fear of being intimidated by a prospect

• A fear of how people might perceive your intentions

• A fear of failure

If sales call reluctance is the killer of sales careers, and your career is suffering, it could be killing yours right now. Or, if your results to this point have been good and you’re stuck on a plateau in your sales production, it may be what’s holding you back from reaching that next level. Either way, this fear has to be overcome if you are to move forward into the Green Zone.

To beat the curse of sales call reluctance you have to understand what it is and where it comes from. First, it’s not real. Sales call reluctance doesn’t actually exist in physical form. It’s how you think. It is a negative notion you manufacture in your head. Second, sales call reluctance feeds itself; the more you dwell on it the stronger it becomes. It’s like a cancer that grows and grows. Fear creates more fear until you get to the point where you are so afraid to reach out and make contacts that you choose to sit back and do nothing at all.

If you are sometimes (or often) stopped cold by sales call reluctance, let’s work together right now to see if we can “fix” the way you think. To overcome sales call reluctance you have to change your mindset about making sales contacts from negative expectations to positive expectations. Consider this: If you think you are going to fail, you won’t even try. If you think you’ll get rejected, you won’t make the contact. See how call reluctance works? When you project your thoughts into a selling situation and anticipate a negative result, you won’t take action. You’ll make fewer calls, initiate fewer contacts, close fewer sales and make less money. A negative outlook creates negative results. (See how what we covered in Part One: The Mind Zone applies here?)

When you project your thoughts into a selling situation and see a potentially positive result, you are more likely to move forward.

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