Tackling Call Reluctance...

I mentioned in my last blog about a Book, "The Psychology of Call Reluctance" by Dudley and Goodson, 1986. Its a classic research book that can be tough to get through and that is best skimmed and reviewed in chunks. At times like this though when you are rediscovering what you are truly best at and therefore truly enjoy, an analytical non-mortgage read is good medicine.

You will find certain categories that you will recognize in yourself all too well. here are some of the types of Call Reluctance, see if they ring a bell:

--Doom-sayer --Worries, will not take social risks, over vigilant preparation for low probability issues

--Over-Preparation -- Over analyzes at the expense of prospecting, lots of info w/no one to present to

--Hyper Pro -- lost energy due to obsession with image, posturing, need to be above it all

--Stage Fright -- avoidance of opportunities to present due to public phobia

--Role Rejection --shame of being in sales, reticent to tell people what you do

--Yielder -- TOO COMMON--hesitate to prospect for business for fear of seeming intrusive or pushy. tend to give away something first in order to get attention(donut delivery people??)

--Social Self Conscious -- Capped opportunity by being intimidated by those of wealth and power

--Separationist-- avoids mixing business and personal to a fault

--Referral Aversion--emotional discomfort associated with asking for referrals

--Oppositional Reflex--High approval needs from others with low self-esteem. need to argue, make excuses, blame others. asks for feedback but then argues with it. Low producers are trapped here.

The simple steps to conquering Call Reluctance are

1-admitting you have it

2-diagnose what specific kinds you have

3-find the countermeasure to the type you have

4-follow up to make sure you are truly implementing the plan.

As sales people we are good enough sales people to convince ourselves we are doing what we need to do when we clearly are not. Get the mirror out and be truthful. Most of us are lying to ourselves about the weaknesses we have and our efforts to overcome.

Procrastination is the biggest symptom of call reluctance; but it is not the real problem. Any of the types of CR above are the problem, they just manifest themselves in procrastination. Look deep at times of procrastination and see if any of the above types of CR are present. Only then can you begin to cure the tendencies you have and get control of CR.

During these difficult times the excuses are littering our days for not motivating and attacking our goals. Therefore, the discipline is needed to commit to conquering this beast of denial one day at a time until you create new habits of success. Make your own reality based on what you want to be not who you used to be, and truly earn what you are worth!

Comments

[bill haydon]

Excellent post!!