Twelve types of Sales Call Reluctance are exemplified by these types of Sales People.
1) DOOMSAYER:
Prepares for Low-Probability catastrophes & habitually worries about worst case Scenarios.
2) OVERPREPARER:
Over-invests in analyzing at the expense of Sales-Prospecting. Typically knows a Lot of Technical Information, but has No Audience for his/her Presentations.
3) HYPERPRO:
Overly concerned with the Mannerism & Appearances of Success, instead of Actual Prospecting.
Often drops Names & overuses Professional jargon.
4) YIELDER:
Fears being perceived as Pushy & emphasizes Relationship-Building, rather than Client-Building.
5) STAGE-FRIGHT SUFFERER:
Avoids Opportunities to make Sales-Presentations to Groups.
6) ROLE-REJECTOR:
Because of Unresolved Guilt & Shame at being in Sales-Profession, Tries to appear Positive, even if circumstances are very much Negative!
7) SELF-CONSCIOUS SOCIALIZER:
Hesitates to initiate contact with Upscale Prospective Customers. Is intimidated by Wealth, Power & Prestige. Often disguises fearwith exaggerated cavalier attitude towards People of Status.
8) SEPARATIONIST:
Resists mixing Business interests with Personal Relationships. His Unwillingness to talk even casually about Work around friends can have very much adverse effects.
9) UNEMANCIPATED EMOTIONALIST:
Resists mixing Business with his family. His Unwillingness to talk about Work even casually around family
can have adverse effects.
10) REFERRAL AVERTER:
Is emotionally Uncomfortable asking for Referrals from existing Clients.
11) TELEPHOBIC:
Fears using the Telephone to make Sales.
12) OPPOSITIONAL REFLEXIVE:
Needs to be correct at all Times, Reflexively criticizes, rejects, argues & blames others. Is emotionally unable to allow himself to be coached, advised, managed or trained.
