Call Reluctance

Call Reluctance

Call reluctance can be the death of a potentially good salesperson. It 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.

What to do this week
Talk to at least 3 customers and 3 prospective customers. Don't feel you have to "sell" something, just check in and let them know you are interested. Gentle reminder: if they do indicate an interest in proceeding further, be sure you're paying attention!