| Doomsayer: |
| |
Habitual
worrier, always anticipating the worst-case
scenario and usually turning it into
a valid reason for not attempting the
sale at all. |
|
| Over-Preparer: |
| |
Over-analyses
but under acts, using information gathering,
organisation and preparation as a crutch
rather than a tool. An encyclopedia
of information – with no one to
present it to! An over-preparing manager
will produce and over-preparing sales
team. |
|
| Hyper-Pro: |
| |
Obsessed
with image and looking good. Acquiring
business becomes secondary to cultivating
an image of professionalism and credibility. |
|
| Stage
Fright: |
| |
Fears
(and often avoids) opportunities to
present to groups. When unavoidable,
group presentations tend to suffer from
a stiffness and hesitation not usually
present in their one-to-one sales technique. |
|
| Role
Rejection: |
| |
Has
an unresolved and often unexpressed
sense of guilt or shame associated with
being in sales. Prefers their sales
role to be disguised with a deflected
identity, such as ‘Account Manager‘,
‘Consultant’, or ‘Adviser’.
|
|
| Yielder:
|
| |
Fears
being considered intrusive or pushy,
and therefore hesitates to close at
all stages of the selling cycle. Likely
to cope by ‘waiting for just the
right time’, and by elevating
rapport-building above closing. |
|
| Socially
Self-Conscious: |
| |
Hesitates
to initiate contact with higher-level
prospective clients. Habitually intimidated
by persons of higher status or wealth,
or senior level decision-makers if selling
business to business. |
|
| Separationist:
|
| |
Reluctant
to contact personal friends to sell,
network or get referrals, even if friends
are an available, appropriate part of
the target market. |
|
| Emotionally
Unemancipated: |
| |
Reluctant
to contact relatives to sell, network
or get referrals, even if family members
(or their contacts) are an available,
appropriate part of the target market. |
|
| Referral
Aversion: |
| |
Potentially
lucrative referrals are sacrificed due
to an unfounded fear of jeopardising
current relationships or offending clients
by asking for them. |
|
| Telephobia: |
| |
Fears
using the telephone as a sales tool.
Energy is then typically spent on less
effective forms of contact that do not
require using the phone. |
|
| Oppositional
Reflex: |
| |
Always
arguing, blaming and fault-finding.
Tends to reject constructive criticism
and feedback, and are therefore difficult
to manage, coach and advise. |
|
Twelve
Types of Sales Call Reluctance