The Web-Based Sales Improvement Program Prospecting Module 3 Prospecting Module 3 Welcome to Prospecting Module 3 in The Web-Based Sales Improvement Program from SalesTrainingTV, a Subsidiary of Contact Based Selling Prospecting Module 3

Prospecting Module 3 Prospecting Module 3 Facing Call Reluctance Call Reluctance can crush your career…at the beginning…in the middle…at the end of it When you’re struggling…or when you’re doing well, Call Reluctance will surface And it’s most deadly threat? The fact that most people think they’re immune to catching it…

We’d rather work in areas where we can control the outcome Prospecting Module 3 Call Reluctance: It’s perfectly natural to be reluctant to some degree…think about what we’re doing Interrupting people We’re playing a role of salesperson We’re in the position of opening someone’s mind We have to schedule meetings that are full of potential conflict We’d rather work in areas where we can control the outcome

Other Things We’d Rather Be Doing Prospecting Module 3 Other Things We’d Rather Be Doing Writing proposals (feel productive) Calling clients who know and like me Negotiating and closing deals Working on paperwork Shootin’ the breeze..

Several Different Types of Call Reluctance Prospecting Module 3 Several Different Types of Call Reluctance In Dudley & Goodson’s Excellent Book ‘The Psychology of Call Reluctance” They talk about several distinct different types of Call Reluctance and where they come from…get this book, read this book I differ from their opinion mainly in that I think every single salesperson is capable of catching call reluctance. Even very successful ones. For their reluctance may not be based on fear (they can pick up the phone all day), but on false beliefs about the health of their pipeline… We can easily fall prey to believing that we’re healthier than we really are

Some Simple Tests to Tell When You’re Becoming Call Reluctant Prospecting Module 3 Some Simple Tests to Tell When You’re Becoming Call Reluctant You spend a lot of time “getting ready” to prospect…vs actually doing it You can always find things to do that are seemingly more important than picking up the phone You always schedule your day so that things come up and destroy your prospecting You find yourself saying…”I’ll make up for that time tomorrow” You feel you need much more product knowledge before you can call

What We Can Do to Deal With This Prospecting Module 3 Prospecting Module 3 What We Can Do to Deal With This Stop denying it and admit you can and you will Accountability coach…teamwork…mandatory prospecting times Get the book…find out what’s up with you (I’ve got my rubber band” When you’re rolling…make calls…when you’re struggling, make calls Prospecting Module 3