Sales development courses

Psychology of Sales Call Reluctance - 2 days

Designed to help professionals overcome the fear of Self-Promotion, a condition which keeps competent, deserving people from being recognised for their abilities and therefore from earning what they’re worth.  This workshop addresses the various forms of call reluctance which limit what individuals can achieve by emotionally limiting the number of contacts they make (i.e. prospecting activity).

The objective of the ‘workshop is to reduce discomfort with the act of initiating contact with prospective clients/buyers in sufficient numbers to achieve career goals. The course outcomes focus on increasing the number of contacts initiated with prospective buyers.

Course Objectives

• Recognising the importance of self-promotion in modern career management.
• Understanding the difference between ethical and unethical self-promotion.
• Learning what call reluctance is, where it comes from, and how it works.
• Identifying the types of authentic call reluctance
• Confronting their own call reluctance .
• Learning to overcome call reluctance through powerful, state-of-the-art techniques.
• Applying a personal action plan for overcoming call reluctance.
• Making a commitment to overcome call reluctance through post-workshop follow-through procedures.