Typing Sales Call Reluctance®

Sales Call Reluctance® is the fear of self-promotion specifically found in salespeople.  Its roots are based in the generalized fear of contact initiation, but more specifically associated with the fears of certain contact initiation activities and ideas associated with the role in a sales position or career.

Sales call reluctance is perplexing for sales managers, trainers and consultants to accurately predict during selection and even more difficult to detect in existing salespeople because it is not one thing.  It is many.  When the symptoms do become clear, it is often too late.

Through years of research, BSRP noticed the fear they were studying in call reluctant salespeople manifested differently in different individuals and common patterns began to develop.  Eventually, twelve distinct forms of sales call reluctance were identified from this research.  Each type is statistically unique.   Each of the call reluctance types is behaviorally very narrow.  Some types of prospecting may be disturbed while others are left untouched.  A salesperson can be extremely uncomfortable initiating first contact with highly educated people but has no problem whatsoever asking for referrals or using the telephone.  Another salesperson can be totally comfortable initiating contact with wealthy prospects but dread calling on highly educated prospective buyers.  Call reluctance is the behavioral opposite of target marketing – it is emotion-based target avoidance.

Proper diagnosis of type is essential if you want to know, 1) what you are dealing with, 2) which “corrective measure” is likely to work best, and 3) what the outlook for improvement is. Type is important because it is from type that the most effective course of action is derived – “effective” meaning intervention likely to produce the biggest improvement in the shortest possible time to counter sales call reluctance.  Some types are comparatively easy to overcome.  Others are not.  Some can’t be “cured” at all.  Some types of call reluctance respond to certain training procedures better than others.  Applying the wrong countermeasure, or the right countermeasure in the wrong order, or applying the same corrective technique to all types can be worse than doing nothing at all.

BSRP’s assessment, the SPQ*GOLD®, is very unique in that it focuses on the behavior of prospecting or contact initiation.  It asks the general question, “Will this salesperson prospect?”  And if the answers are showing no, it can explain why.  It measures the twelve distinct types of Sales Call Reluctance behaviors in the individual taking the test.  Those twelve types of Sales Call Reluctance behaviors are: Doomsayer, Over-Preparer, Hyper-Professional, Stage Fright, Sales Role Rejection, Yielder, Social Self-Consciousness, Separationist, Emotionally Unemancipated, Referral Aversion, Telephobia, and Oppositional Reflex.

Once type is known, help can be prescribed and the once call reluctant individual can be back on their way to earning what they are worth.  Go to BSRP’s website to find out how you can take the SPQ*GOLD to see if sales call reluctance is holding you back from earning what you’re worth www.salescallreluctance.com .

www.salescallreluctance.com

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