Here are some insider tips you can use right now to Spot Sales Call Reluctance:
- Don’t be fooled by the billboard effect.
- Candidates who invest too much energy into looking good don’t have a lot left over for prospecting, which they often find humiliating and demeaning. They may have Hyper-Pro Call Reluctance.
- Avoid virtual success.
Is your energetic new prospective seller “empowered”? “Grounded”? “Enabled”? Do they arch their eyebrows and boast of being “values-driven”? Of having “integrity”? If so, stop, squint, and look closer. Overuse of semi-psychological trash words could point to someone who is preoccupied with the self-help seminar industry – always searching, never finding, no time left over to prospect. Visualizing new business is not the same as prospecting.
- Demo for dollars.
- Trainers, how your new salespeople see you manage your call reluctance is the best predictor of how they will manage theirs – for the rest of their sales career.
- All light, no heat?
- Listen for rigid, unrealistic optimism throughout the interview. Contrary to popular mythology, frozen optimism is not always characteristic of high self-esteem. When it comes to sales selection it can also indicate entrenched emotional denial which characterizes Role Rejection Call Reluctance.
- High potential, higher cost?
- Listen carefully when interviewing experienced salespeople. Count the number of times you hear complimentary statements and direct or indirect criticisms. Salespeople with career-lethal doses of Oppositional Reflex Call Reluctance criticize far more often than they compliment. Many never compliment at all. Ever. They also don’t produce. They do, however, waste endless hours arguing about why. (Early studies showed they also tend to look impressive on the surface, which is why they tend to be financed higher than other new salespeople.)
From “Street-Smart Selection,” by George W. Dudley and Shannon L. Goodson, ©1996, Behavioral Sciences Research Press, Inc., Dallas, Texas. ALL RIGHTS RESERVED. Reproduced with permission.
Call Reluctance® is a registered trademark of Behavioral Sciences Research Press, Inc