DO YOU HAVE "CALL RELUCTANCE" ???

Are you "Call Reluctant" ? That's for you to answer. My mentors of a few years past, Mr Dudley and Ms.Goodson ( authors of Psychology of Sales Call Reluctance ) have a whole world of awareness about it and ways to deal with it. And I utilize their tests and awareness to help many of my clients. But, let's talk more in general terms about what I see everyday in myself and other sales professionals to varying degrees.

In today's economic turmoil I see a lot of excuses - justified or not - for not getting in front of more people. Creating opportunities and relationships has been greatly reduced for multiple reasons. It is easier today to justify to yourself, peers, superiors, and support people why we are not seeing the same number of people / buyers. And some of those reasons are either really valid or appear to be so valid that they convince a lot of people that everything that can be done is being done.

I'm sorry but that speaks to realistic call reluctance - again to varying degrees with all of us.

Another impact on this very significant issue is the eagerness with which a lot of salespeople are putting more effort into many of the internet directions - social networking - web 2.0 and web 3.0 advances. Internet optimization and campaign aids like electronic campaign developers / mailing programs are all good and can have a worthwhile effect. But nothing takes the place of getting in front of people - especially if you are selling a service and / or a product that is tied to service. Many people still want to buy from someone they have met and had an opportunity to judge from many angles. Let alone what you learn about the changing marketplace when you are in the middle of it everyday.

I have several clients ( individual salespeople and sales teams ) who are making great efforts to get positioned for federal or state business - rightfully so - go where the money is being spent ! However, it's interesting for them to realize that very much like the normal commercial business avenues - it's not just who you know but who knows you ! So, personal relationships and referrals are still very important to obtain new and recurring business.

Think about it ! Where do you stand in this discussion - is there any part of you that pushes you towards directions other than personal call of all types ?



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