Peak Performance Selling by Dr. Kerry Johnson MBA PhD

Author:Dr. Kerry Johnson MBA PhD
Language: eng
Format: epub
Publisher: G&D Media
Published: 2019-09-30T16:00:00+00:00

THE ANALYZING RELUCTANT

Analytic call reluctance occurs in salespeople who are overly concerned about being swept away by their emotions. Afraid to show their true feelings, they preoccupy themselves with highly technical matters. Analytics keep their feelings in the deep freeze. They are afraid to reveal themselves because they suffer from the fear of rejection. They overanalyze and underact, appearing reserved and self-restrained in interpersonal conversations. When they give sales presentations, they tend to stress information while neglecting emotions. They sometimes even seem cynical about the value of interpersonal relations and people skills.

When I was a stockbroker, I knew an analytic type named Frank. He had been with the firm for about five years and was very knowledgeable. In between my daily load of 150-plus cold calls, I would pop into his office for inspiration and advice. Each time I saw Frank, he was looking over a stock’s performance history or working on one of his stock algorithms. I was shocked to learn that out of the fifteen or so producers in our company, he was in the bottom 25 percent.

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