How to overcome fear of self promotion - Confident Approach

Sales Call Reluctance®
”How to overcome the fear of Self-Promotion”
© 2014 Copyright Confident Approach & Behavioral Sciences Research Press Inc., Dallas Texas. All Rights Reserved

Based on George W Dudley and Shannon Goodsons Research about
Sales Call Reluctance. The research was aknowledged by SIOP.

”Good”
Is Not Good Enough
Visibility Management
• Visibility
• Recognized
• Rewarded
The 8th ”habit” of highly
successful people

Sales Call Reluctance®
When fear of Self-Promotion
contaminates Salespeople it´s
called Sales Call Reluctance®,
because it places an artificially
low ceiling on the number of
first contacts wich can be
initiated with prospective buyers
- on a consistent daily basis

Successful Sales
The number of contacts initiated with
prospective buyers on a consistent daily basis.
George Dudley & Shannon Goodson

Constant
Emotional Struggle
• ISCIS - Inhibited Social Contact Initiation
Syndrome
• ”Fear of self-promotion”
• Sales Call Reluctance®
• It´s contagious – mirror effect

It is toxic!
It takes about 8 weeks before a new
sales person has the same problem
as the management.

When is prospecting or
networking too low?
When it fails to support
• Personal Goals
• Existing marketing possibilities
• Company standards
• Establishing contact with existing
prospect base

• Initiate
• Introduce
• Inform
• Influence
Sales Process

SALES CALL RELUCTANCE
Motivation
( Physical Energy)
- How much Amplitude
- How long Duration
- How fast Velocity
Goals
Target
Strategy
Pursuit
®
M G
Emotional short circuit
COPING

Sales Call
Reluctance®
Types
• Doomsayer
• Over-Preparer
• Hyper – Pro
• Stage Fright
• Role Rejection
• Yielder
• Social Self Consciousness
• Separationist
• Emotionally Unemancipated
• Referral Aversion
• Telephobia
• Oppositional Reflex

Graphical Summary
Report
At a GlanceFilters:
Three scales to measure test-
taking attitudes and emotional
”noise”
“Impostors”:
Four scales to measure potential
productivity roadblocks separate
from sales call reluctance®
Brake/Accelerator:
Overall estimate of total sales call
reluctance®, energy diverted to
coping rather than prospecting
The Twelve Faces of Sales
Call Reluctance®:
Habit-level behavior patterns that
keep salespeople from
comfortably and consistently
initiating contact with prospects
©2001, Behavioral Sciences Research
Press, Inc., Dallas, Texas USA. ALL
RIGHTS RESERVED.
Contrast Group:
Comparison population
for benchmarking test
scores
Color Codes:
See at a glance whether
a scale score is within
acceptable limits without
memorizing score ranges
SPQ*GOLD®: The Sales Call Reluctance® Scale

Does sales training
help ???
Call Reluctance is not caused by
inadequate knowledge or skill.
It´s found in salespeople who are
emotionally unable to translate what
they already know into behaviors
which will move them closer to the
goals that are important to them.
The answer is NO

How to cure people and
organizations?

Beating Sales
Call Reluctance
Four Stepping Stones
Aware
Assess
Admit
Apply

How to Create a No-Excuse Sales culture
Lead: Start with yourself
Calibrate: Evaluate all top-tier management.
Insure: Evaluate all sales managers
Verify Recruiting: Evaluate sales recruiters
Verify Training: Evaluate all sales trainers
Verify Selection: Review all selection practices
Consolidate: Make Sure HR and support staff are positive
Reconsider: Openly discuss your sales training philosophy
Delegate: Audit and review sales training materials
Reality Testing: HR and Support staff 5 days with salespeople
Optimize: Instruments steering towards prospecting
Preserve: Support veterans too
Prevent: Search for QWS

40 sales people
1 visit a day
12 visit for 1 order
3,4 orders a day
40 sales people
5 visits a day
4 visits for 1 order
50 orders a day
Results
(e.g. company in Insurance Industry)
10
w
E
E
K
S

Management Training
Workshop
A four-day counter offensive against the
productivity-sapping causes and effects of
Sales Call Reluctance® in individuals and
organizations. Designed especially for
sales managers, trainers, executives,
consultants, and psychologists. This
program will make you an accredited
instructor of the Fear-Free Prospecting &
Self-Promotion Workshop® and
accreditted user of SPQ Gold
assessment.
Does it Work?
The Fear-Free Prospecting and Self-Promotion
Workshop® has been fully validated by pre-post
and other research designs. It is the only program
of its type and consistently has been rated by
psychologists, consultants, corporate executives
and sales professionals in many countries as
among the best workshops they have ever
attended. If you’re weary of baseless claims and
shams posing as science, this program could be
for you.

info@confidentapproach.com
www.confidentapproach.com

How to overcome fear of self promotion - Confident Approach

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