For some salespeople, prospecting is the weakest link in the selling chain because they suffer from call reluctance. But whether they’re experienced sales pros or new to the field, they need to quickly overcome it to survive.
A study by Behavioral Sciences Research Press showed 40% of salespeople will experience episodes of call reluctance, despite their years of experience or product knowledge.
Overcoming call reluctance starts with attitude. Determination, perseverance and enthusiasm are the backbone salespeople need to overcome call reluctance when prospecting.
No one who sells escapes rejection. But the fear of rejection causes far too many sales professionals to fall victim to call reluctance.
Rejection is constant
Salespeople face rejection every day. It never goes away. At times it seems to be in “remission,” but it always returns. Just when it appears to be under control and losing its grasp, it becomes overwhelming.
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