VP Field Testing & Research
Behavioral Science Research Press
Beyond the Fear of Rejection
Are people today more call-reluctant or less?
BSRP’s newest research may hold the answer.
A recent BSRP study headed by BSRP senior research analyst, Trelitha Bryant, examined the incidence of sales call reluctance to see if any important changes have taken place.
Conflict or hesitation associated with making contact with prospective clients is responsible for more failures in sales than any other single factor. Why? It’s simple. If you don’t have enough people to present to, it makes little difference what you have to present or how well you have been trained to present it. Without a steady flow of prospects, raw talent, the "right" personality, ability, expensive brochures, product knowledge, drive, the newest laptops, polished presentation skills, or more ephemeral considerations like "goal congruence" makes little difference. They’re held hostage to inactivity!
Client-building organizations cannot afford to presume that their sales people will be able to prospect on a consistent basis without specialized diagnostic and remedial help. Prospecting is the capstone competency for sales success. Trelitha provides the facts you need to understand why call reluctance is such a pervasive problem.
*** ONE EVENING ONLY ! ***
Don't miss IMC's next fun and fact-filled forum! There's plenty of time for networking with colleagues, then Trelitha will give you new insights into call reluctance...and perhaps help you overcome some of your own little demons.
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