Stand Up Against Call Reluctance​ – Part ONE

STAND UP TO ‘CALL RELUCTANCE’ – PART ONE

Call Reluctance is truly a silent barrier to success for people that serve the Factory Automation Market.

Research shows that important performance objectives and critical steps toward ‘winning’ are simply not accomplished when call reluctance is present.

In B2B sales, we think of ‘call reluctance’ in simple terms.

Fundamentally, the ‘fear of rejection’ is the basis for call reluctance particularly when you experience a heightened sense of anxiety about engaging with ‘key’ people not known to us or possibly individuals we perceive to have significant more knowledge or high corporate authority then we have, and how they will receive our message or proposition.

People experiencing reluctance struggle privately. Managers often misunderstand Call Reluctance to be ‘procrastination’ because the behavior has similar traits.

Reluctance is perpetuated with the sincere promise to oneself that the task will be accomplished tomorrow or at a better time in the future. Often the task is never actually accomplished.

It is most prevalent among sales producers that have a ‘New Business Development’ responsibility as part of their role and are also responsible for creating their own appointments.

Call reluctance contributes to lower self-esteem, lower personal income, lost company investment, under performance, fewer sales, less revenue to the company and poor capacity utilization.

NOTE:
This commentary is intended to create attention to ‘Call Reluctance’ as an important factor and barrier to success.

This challenge impacts even the ‘recruiting and hiring’ process where it is often overlooked as important to selecting New Business Development candidates to grow your company revenue.

IMPORTANT: Due to ‘Extensive Subject Matter’ and ‘Reading Time’ Limitations a ‘PART TWO’ will be posted soon describing ‘Considerations’ for resolving this difficult experience. STAY TUNED!

A RECOMMENDATON:

• Take advantage of the ‘Comment Box’.
• Describe a Challenge You are Experiencing particularly if it involves Call Reluctance.
• We will get back to you with some helpful ideas based upon our experience with this issue.