1. 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

2. 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…

3. 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

4. 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..

5. 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

6. 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

7. 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