The Curse of Call Reluctance

Written By: Doug Smith, Author of Green Zone Selling: How Top Producing Salespeople Out-sell, Out-earn and Outlast Everyone Else.


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 contact it takes to generate more sales. This curse is 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’s 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 contact (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 people it is:

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