Doomsayer

Wastes energy worrying about prospecting

Over-Preparer

Over analyzes, under acts, confuses knowing with doing

Hyper Professional

Overly concerned with image, considers ordinary prospecting demeaning

Stage Fright

Fears making presentations to groups (small, large or both)

Sales Role Rejection

Conflicted or embarrassed to be in sales

Yielder

Fears appearing too pushy or intrusive

Social Self- Consciousness

Intimidated by up market prospects

Separationist

Uncomfortable networking through friends

Emotionally Unemancipated

Uncomfortable networking through family

Referral Aversion

Uncomfortable asking for referrals

Telephobia

Uncomfortable prospecting on the telephone

Oppositional Reflex

Resists anyone who tries to manage, coach, advise or train

Twelve Types of Sales Call Reluctance

 

From The Psychology of Sales Call Reluctance: Earning What You’re Worth in Sales

Copyright © 1991 by Behavioral Sciences Research Press, Inc.  All Rights Reserved.

Call reluctance is a registered trademark of Behavioral Sciences Research Press, Inc.