Rx For Sales Call Reluctance


One of the most fatal “diseases” for professional salespeople is the dreaded plague known as Sales Call Reluctance or SCR. In it’s natural state Sales Call Reluctance can strike anyone anywhere and we’ve all suffered from it at one time or another. The key to surviving Sales Call Reluctance is to catch it quick.

Early diagnosis can save your career.

If you have the warning signs: nervousness for no reason, “stage fright” and procrastination–get help immediately. And the good news: help is just a mirror away.

That’s right. You’re going to cure this one yourself.

In all seriousness, we have all gone through a phase of call reluctance in our career–anyone who tells you they haven’t is either lying or is brand new to the world of sales. It is a natural response that rears it’s ugly head from time to time.

But, I learned long ago how to ward it off at first sign.

Now, I could go into a long drawn out diagnosis and have you do all kinds of mental exercises, but this one is pretty easy–and most effective.

You need only do two things: first, visualize the BEST outcome of the sales call you are avoiding. What is the absolute greatest thing that could happen? Go ahead. Close your eyes and visualize.

Smiling? You like those results? OK, great.

Now, I want you to close your eyes again and visualize the WORST outcome of the sales call you are avoiding. What’s the absolute WORST thing the prospect could do? Throw you out of their office? Tell you no? Ask you to leave? Be rude? Hang up the phone?

Seriously, what is the worst possible outcome?

OK, did you live through it? Are you hurt? Injured in any way? Still have all your faculties about you?

Great. You’re cured.

Now you know no matter what happens you’re going to live through it–you just did. And if it does come down on the “worst” side, I’d be willing to bet the prospect is not near as hard on you as you were on yourself.

Now get up and go see two prospects and call me in the morning.