In last week’s blog we discussed the fact that call reluctance is an issue that sales people will, in most cases, have to deal with at some point in their career. This reluctance surfaces when a person:
· changes companies or careers
· represents a different or new product or service that they may or may not be familiar with
· has a series of less than successful prospecting interviews
· realizes that the potential client you are calling on may have more product knowledge than yourself
· has less than a positive attitude about the company they represent
· does not fully embrace the product or service that they are selling
· experiences a fluctuating self-image or wavering self-confidence
· lacks confidence in certain environmental situations
· has inadequate sales development to be competitive in the sales scenario
· simply cannot handle the “no”
The bottom line is that the problems we experience are self- inflicted.
For 12 years I taught the Dale Carnegie courses in effective speaking and human relations. Over a period of 14 weeks I was able to witness the transformation of people with a fear of public speaking emerge into a more confident communicator. For people to be successful they must have a positive experience that allows them to get out on the edge of their comfort zone to obtain a higher self-confidence. Once this confidence is reached however, there’s still a need for continued positive reinforcement so they can persist in their personal growth.
Last week we discussed a case study about a man who finally admitted his call reluctance was seeded in a deep rooted lack of confidence. For simplicity’s sake of our allegory we will refer to this man as Tom. To help Tom, we had to reinforce his self-confidence; this was a not a single positive reinforcement, but a series of multiple positive experiences.
The saga of Tom’s transformation will continue in next week’s blog.
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