Many of us put off important calls, finding other pressing tasks to do first. This kind of sales call reluctance shows up in people with all different personalities. Some reps like to over-prepare while others may delay making calls because they don’t want conflict.
Sales training leader Connie Kadansky says it’s not laziness — it’s psychology. And it’s not a fixed trait. When you understand the common types of sales call reluctance, you can help your team members move from hesitation to making those calls. In this issue of PromoPro Daily, we explain Kadansky’s thoughts on some of the major types of procrastination and how to handle each.
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The perfectionist. Kadansky says perfectionists hesitate to make calls because they’re concerned about getting everything exact. Some may spend so long drafting scripts or Googling prospects that they miss windows to connect. She says these lofty standards frequently reduce confidence, causing it to be difficult to initiate conversations or manage resistance. Some solutions include reducing prep time, defining precise goals for each call and embracing minor blunders as standard learning phases.
The people-pleaser. These individuals crave approval so much that they’ll avoid asking difficult questions or sidestep hard conversations altogether. Kadansky says they don’t want to be rejected or turn a prospect off, so their sales calls may be polite but undirected. It’s important to learn how to address objections calmly, so encourage your reps to role play. This can help them develop the assertiveness needed to be effective.
The role-rejector. According to Kadansky, role-rejectors can’t envision themselves as sales reps, feeling the work is pushy or misaligned with their values. This results in sloth and underperformance. Transforming the vision of the role is critical, she says. Sales is about problem solving and value, not closing. Adopting this mindset and taking pride in assisting clients can enhance both motivation and performance.
The stage-frightened. If you have some reps suffering from stage fright, you may notice they become nervous when talking to new prospects. Kadansky says the fear of misspeaking or sounding unprofessional can be paralyzing. She recommends role-playing some calls and mock scenarios. Sometimes, simply envisioning a positive result can help soothe jitters.
The yielder. According to Kadansky, yielders give up when confronted with hard calls or one “no.” They may shirk follow-ups, dodge tenacious outreach or quit after initial stumbles.
She says this results in lost sales and sluggish career advancement. To build resilience, remember that each refusal is an opportunity to study and not to pause.
Reluctance doesn’t look the same for everyone, but if you don’t address it, it can weaken confidence and slow your team down. Make sure you provide support and help your reps develop skills to become confident callers who don’t put off picking up the phone.
Compiled by Audrey Sellers
Source: Connie Kadansky is the founder of Exceptional Sales Performance, LLC, an international sales training and coaching practice. She’s a professional certified coach, speaker and trainer.
