There are twelve types of Sales Call Reluctance®. Some are more challenging to correct than others. They are:
These people worry about everything. Success for them is measured in safe terms by the removal of failures. These people will not take enough risks to make the sale.
They will prepare to perfection before ever making the call. They will over-analyze each sales call or prospecting session. They will have extensive knowledge but little implementation or action translated into dialing and contacts.
This person will be overly concerned with their image and credibility. They will present the image of success and success producing activities. Their ego wants them to be seen as more than average. They will preen more than they will prospect.
This person has a fear of presenting to a group. They can be effective in one-on-one situations and will not be affected by this form of call reluctance.
A person with role rejection will not accept nor embrace their role as a salesperson. They are embarrassed or ashamed of being a salesperson. This will often be demonstrated through the creative titles they use on their business card or how they give their thirty second elevation speech about what they do. There are a large percentage of salespeople in real estate who have role rejection. They claim to be Marketing Specialists or Marketing Consultants. They create a number of catchy titles on their business card to deflect their true feelings of being a real estate salesperson.
This person will struggle with closing a client or prospect. Even if you mange to get them to make calls, they will be challenged to get an appointment to make a presentation. They hesitate to be assertive in sales situations. They fear being a stereotypical salesperson who is pushy at all costs. They view people who close assertively as “hard closer” and unprofessional.
These people have painted themselves mentally into a caste system of sales. They feel intimidated by people who have more wealth, prestige, or education than they do. They will be challenged to sell to a group of individuals beyond their success level in life.
A separationist is challenged by prospecting to friends. They feel that asking friends for business or referrals manipulates the friendship. The hesitation is not fact based but emotionally based.
This person is the same as the separationist, except they hesitate to prospect to family members for actual business or referrals.
A referral aversion salesperson hesitates to ask past clients, current clients, and sphere of influence for referrals. Their justification is that they don’t want to jeopardize the existing relationship by asking for help and referrals. In extreme cases, cold calls are more comfortable.
This person lacks a coachable attitude. They will be challenging to mange, monitor, and train. They will have excuses and will find fault with why the results are substandard. The reasons will never be about them.
We all have some of these Sales Call Reluctance® issues I have discussed. We all have tendencies in one or more of these areas. The question is does the type of Sales Call Reluctance® have a strong enough influence and power to disrupt our ability to make the requisite number of contacts to enable us to achieve our success. A buyer’s agent, or any agent who is a member of your team - you included - who has a high level of Sales Call Reluctance® that does link with a lower activity level will cause you to not succeed in the business.