"Through Call Reluctance Assessments, Sales
and Management Training, and Consulting, Mike Stewart enabled my
team to close
more than $35,000,000 in new annual sales revenue." - Tim
Matthews, Vice President, Overhead Door Corporation
In a recent study of 84,000 Salespeople,
90% were found
to have Sales Call Reluctance®
strong enough to seriously
impair their prospecting.
Stewart is a leading authority in diagnosing
and overcoming Sales Call Reluctance®
in order to close more sales.
What is Sales Call Reluctance®?
It is the hesitation of
salespeople to initiate contact on a consistent basis
prospective Buyers in sufficient numbers to make their
earn what they're worth.
Call Reluctance® Kills Sales and Kills Sales
Why do many
salespeople who want desperately to
succeed fail to produce
the volume of sales they are
capable of? There is
something stronger than their
for success. It
prevents them from using the
skills they have worked hard to
develop. It is fear.
This type of fear has a
name, and its name is
Sales Call Reluctance®.
Sales Call Reluctance® prevents well-trained
salespeople who believe strongly in their product and are
deeply loyal to their company from being really successful.
Instead of calling on qualified prospects with high
potential, they substitute "safe" calls or other activities
that allow them to stay in their comfort zones. You
will find them in their office instead of in the field,
making excuses instead of making calls.
Sales Call Reluctance® may be killing your
sales performance, and killing your career potential in the
If your sales
are not representative of the potential in your territory,
Sales Call Reluctance® may be the problem.
It causes -
Do you see
these symptoms of Sales Call Reluctance®?
•Blaming others or
job requirements for not prospecting.
• Complaining to divert attention from sales
• Whining to get sympathy and create guilt.
• Spending time and effort on "safe" activities
instead of sales-producing
• Making excuses instead of making productive
• On the computer instead of prospecting on the
• Staying in the office instead of getting into
characteristic shared by the most successful
salespeople is simple this - they initiate contact
with more prospective buyers than those
who are not as successful."
- George Dudley,
Behavioral Sciences Research Press
Twelve Types of Sales Call Reluctance®
This problem is not just to
overcome cold Call Reluctance®.
It is not just one thing. It takes twelve known forms.
The following chart provides a
concise, preliminary overview of the twelve types of Call
along with a key characteristic associated with each.
How many of these do you see in your salespeople?
Worries, will not
take social risks
image and creditability
Ashamed of sales
Fear of intruding
Fears loss of
Fears loss of
Fears using the
telephone for prospecting
to be coached
You can identify the presence
and severity of Call Reluctance®
in your sales force
with this cutting edge Sales Assessment:
This is the only program in
the world designed exclusively to help salespeople
overcome cold call reluctance and the fear of all types of
prospecting. This program is based entirely on more
than 25 years of mainstream psychological research into
the Science of Selling and will help your sales team make
more sales calls and sell more new business.