Conquer Call Reluctance

What is call reluctance? Whether you call it procrastination, wasting time or just plain avoidance, there’s no doubt you’re familiar with this problem.

Think of salesperson who hangs around the office drinking coffee, talking to co-workers, reading emails and shuffling through papers. The real issue is what that salesperson is NOT doing what they are supposed to do, NOT making sales calls, NOT making prospecting calls and NOT going to make any sales.

You are not stupid. You’re certainly aware that hanging around the office won’t help you make any sales. So what keeps you from charging out into the field to make sales calls? What stops you from making those important phone calls?

Here are five practical steps that are certain to help you get positive results, fast.

Step 1- Choose prospects you can feel good about calling on
Try to learn as much as you can about your prospect before calling him or her but not to long. In your research, look for specific reasons that this prospect might be interested in what you offer and then plan your call around this knowledge.

Step 2 – Make sure you are 110% sold on what you are selling
You have to be 110% confident in what you personally have to offer to your customers as a sale professional. You may need to work on improving your knowledge, skills, customer focus and self-image in order to feel more confident about calling on prospects.

Step 3 – Recall past accomplishments
If you constantly visualize your past successes and focus on the times when you were able to overcome challenges, you’ll feel more confident about making sales calls that you might otherwise dread making. If you replay these successes inside your mind a sufficient number of times, you are sure to start feeling confident and successful. This sense of confidence will most certainly help you overcome call reluctance, as well as avoidance in other areas of your life.

Step 4 – Mental rehearsal
If you are lake of experience, you can build on your positive experience by manufacturing “synthetic experience”. One of the greatest gifts of the human imagination – and possibly also the greatest liability – is the facts that your entire system, mind and body can be as affected by synthetic experience as real experience. It’s really a matter of what you choose to “feed” your mind. Mental rehearsal involves perfecting an experience in your mind down every detail until it becomes a very vivid mental movie. Then you can play that perfect scene over and over in preparation for the real experience. It is helpful to mental rehearsal