IB1832 According to a study by Behavioral Sciences Research Press, the frightening fact is that “call reluctance” in sales can contribute to a significant proportion of lost sales revenues.

The study found that 40% of established salespeople experienced periods of call reluctance severe enough to threaten their livelihood in sales.

The same study showed that the average call-reluctant salesperson loses more than 15 potential accounts each month to competitors.

Stemming the ever-increasing costs of call-reluctance cannot be addressed by training alone. It requires working with each salesperson’s particular set of beliefs so that they feel truly empowered to breakthrough their self-created mental barriers.

One particular statistic in the following survey should give any salesperson suffering from “call reluctance” renewed confidence

How Customers Regard Salespeople Survey:

 Salespeople who do not bother to make appointments. 45%
 Salespeople who know nothing about the customer’s business. 60%     
 Salespeople who know little about their products and services. 60%
 Salespeople who call too often. 39%
 Salespeople who don’t call often enough. 49%
 Salespeople who do not have the authority to negotiate prices. 45%
 Salespeople who do not ask for the order. 40%
 Salespeople who are not properly or sufficiently organised. 55%

Most desirable quality customers want to see in salespeople? – Competence!

Did that surprise you?


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