Just suppose for a moment that your office manager came into your office this morning and said “great news, everybody, I’ve discovered how to help you eliminate call reluctance!” Usually they follow up with solutions to these problems they think you have: You just have to overcome the fear You have get more motivated You have [...]
Tags: call, calling, fear, paradigm, prospecting personality profiles, reluctance
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Just because it’s trademarked, doesn’t make it true… In their landmark book The Psychology of Sales Call Reluctance, George Dudley and Shannon Goodson completed the most comprehensive study of sales call reluctance ever performed. It is a revealing and honest study of why sales professionals have difficulty making sales calls. Step by step, they categorized the types [...]
Tags: call, calling, mindset, paradigm, procrastination, prospecting, prospecting personality profiles, sales reluctance
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