Sales Call Reluctance originates from one major source; it’s learnt throughout our lives.
Although it often creeps up on individuals and consolidates itself over a long period of time, it can also take just one uncomfortable, embarrassing or uncomfortable experience to imprint negative feelings. This ‘one time learning’ can negatively shape sales actions in all similar situations in the future.
The way the group below thinks, feels and behaves towards selling and sales can have a hugely negative impact… without the sales person wanting it to or even knowing it has:
Many sales people have admitted to us that the reasons they suffered from something called Role Rejection, was caused by simple everyday issues such as:
The following is a brief description of the behavioural impact of each trait on an individual who suffers from its sensitivity.
Worries too much about what the client might think, which limits what they are prepared to say and do. A preference to back off rather than pursue a matter until a satisfactory result is achieved.
Has an unresolved feeling of dissatisfaction, discomfort or guilt about their career choice. The concerns and doubts they have about being in sales means they will less likely to behave like a sales person in key situations.
Has a preference for over amplified amounts of detail and analysis and can be easily distracted. Thinking, planning and researching are more comfortable activities than the ‘doing’ parts of the sales role.
More effort is put into making a favourable impression, and being ‘liked’ than is needed; this increases anxiety and lowers productivity
A debilitating dislike of presenting to groups that can, in extreme cases, cause physical illness, stress or absenteeism. Presentations can be ineffective or even avoided.
A dislike of selling to those they perceive as superior in some way, such as job title, education or social status.
Is concerned by the use of the telephone as a promotional tool to move their sales objectives forward. Using it for social purposes remain largely unimpaired.
An extremely over amplified form of pessimism that dominates decision-making that is extremely corrosive in terms of the ways it shapes mindset and sales activity.
The reflexive need to push help or support away in order to retain control. Manifests itself through contradictory or difficult stances being taken in most situations to maintain their ‘autonomy’.
The strong discomfort associated with networking and growing business through networking with family members.
The strong discomfort associated with networking and growing business through networking with personal friends
The dislike or reluctance to ask clients to help them extend their network or influence due to worries of conflict or rejection.
It is important to understand that when someone is assessed to see if they are suffering from SCR they will get a detailed report back that will show exactly how much they are affected by each of the 12 different traits.
So unlike many profiling tools that look to put a single label or descriptor on a person, the SPQ actual does a complete check of all aspects of sensitivity; it is common for a sales person to score significantly in 4 or 5 different areas.
This means that they will have many highs and lows during the working day / week as different traits affect them at different stages of the sales process or as their customers change.
James Saunders, Managing Director, 4MAT Digital Marketing