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Over 25 years of pioneering research by world-renowned
behavioral scientists, George W. Dudley and Shannon
L. Goodson, have shown that sales people typically
manifest this fear in one of twelve avoidance behaviors.
Sales people avoid following through on sales (or
even initiating that first contact) by diverting
themselves into unproductive activities.
This is Sales Call Reluctance® and BSRP has
the world's largest research database. |
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The Psychology of Sales Call Reluctance® |
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Sales Call Reluctance®
Some people are natural self promoters. They
are born with the instinct to self-promote. For
others - often the most loyal, motivated and
deserving - self-promotion is emotionally difficult.
They are rendered invisible by a spirit-crushing
condition called the fear of self-promotion.
When the fear of self-promotion victimizes salespeople,
emotionally limiting their ability to initiate
contact with prospective buyers, it's tagged
sales call reluctance. Far more than the fear
of making cold calls or using the telephone,
sales call reluctance obstructs all forms of
prospecting for new business. And it costs. Each
year, sales call reluctance single-handedly accounts
for over half of all failures in one of the largest
professions in the world.
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