Prospecting EKG Results
How did you do?

Indicates one of two conditions. Either you are experiencing no emotional difficulty associated with prospecting or self-promotion at the present time, or you are experiencing distress but are hesitant to reveal how much. Preventive steps are desirable to arrest the problem and prevent further development.

Indicates that you are like most other salespeople. The fear of self-promotion is present, but only in low, non-toxic amounts. It may be occasionally annoying, but it is not likely to be serious if it remains at this level. It should be manageable simply by emphasizing the markets and prospecting techniques you are most comfortable with and avoiding those which are the most tender. Sales activity improvement measures would be helpful.

You may have moderate levels of call reluctance at the present time. One or more forms of the fear of self-promotion are currently limiting your prospecting to a level below your ability. Your prospecting is probably out of sync with market potential. Sales activity, relative to market opportunities, is sufficiently suppressed to warrant immediate corrective steps.

Your answers indicate a considerable amount of call reluctance at the present time. Your prospecting is probably only a shadow of what it could or should be. But don't despair. Instead, fasten your seat belt and get ready for some serious self-confrontation. Corrective steps should be immediately implemented.

This could be enough call reluctance to stop a small sales force. If your answers are truly indicative of your attitudes toward prospecting and self-promotion, You should consider taking immediate corrective steps. Honestly discuss the problem with your manager or sales trainer if he/she does not already know about it. Consult The Psychology of Sales Call Reluctance®, and be certain to follow the instructions carefully for each of the corrective procedures.