The 16 hidden types of Sales Call Reluctance® that could be costing you deals
If you have ever hesitated before making a sales call or reaching out to a prospect, you are not alone. Many salespeople struggle with Sales Call Reluctance® – a hidden barrier that holds them back from reaching out to prospects.
In my last article, we explored what it is and how it affects sales people; now, let us dive into the 16 types of call reluctance. Identifying which one applies to you is the first step toward overcoming it.
Do Any Of These Sound Like You?
Doomsayer: Fear of failure or rejection makes you focus on what could go wrong instead of taking action and prospecting.
Over-Preparer: You spend too much time researching and planning instead of actually reaching out to potential clients.
Hyper-Pro: You are obsessed with image or use fancy language and name-dropping to seem more knowledgeable.
Role Rejection: You struggle to see yourself as a salesperson and feel uncomfortable with the idea of selling.
Yielder: You hesitate to reach out as you do not want to seem pushy or intrusive, waiting for the “perfect time” to approach prospects, which may never come.
Oppositional Reflex: You resist coaching, advice or training. You tend to argue, make excuses or blame others instead of focussing on solutions.
Stage Fright: You avoid public speaking and group presentations, even when they could help grow your business.
Social Self-Consciousness: You feel intimidated when reaching out to wealthy or powerful prospects.
Friendshield: You find it hard to mix business with friendships, avoiding self-promotion and referrals from friends.
Famshield: You struggle with asking family members for business or referrals.
Referral Aversion: You are uncomfortable asking clients for referrals, even when you have built a strong relationship.
Telephobia: You fear using the telephone for prospecting.
Online Prospecting Discomfort: You avoid using social media or online tools for prospecting and business development. Instead, you stick to offline methods of communication, even when digital options could be more effective.
Complex Sales: You shy away from selling in environments that may require contacts across geographical regions, team selling or multi-step approvals, preferring simple, one-on-one deals.
Sales Extensions: You hesitate to offer existing customers additional products or services after the first sale.
Close Reluctance: You experience emotional hesitation when it is time to close a sale, name a price or asking for payment.
How To Overcome Call Reluctance
Understanding these 16 types of Sales Call Reluctance® is the first step to overcoming them. If any of these sound like you, do not worry – there is no need to feel embarrassed or ashamed! Call Reluctance is learned, which means it can be unlearned.
The first, and often hardest step, is admitting that you are not prospecting as much as you should. Once you acknowledge this, you can begin to shift your mindset. Call reluctance is not just a fear – it is a pattern of negative beliefs about prospecting. And the key to overcoming it? Thought realignment.
Thought realignment is a powerful way to change your mindset. Think of it like this: a belief is just a thought you keep repeating. What you think affects how you feel, and how you feel influences what you do (or don’t do). The actions you take every day become your habits, even if they seem hard to change. Change your thoughts and you change your habits.
Do you recognise any of these reluctance types in yourself or your sales team? Addressing them could have a huge impact on your business.
