Filed Under:Your Practice, Brokerage

Sales Call Reluctance: What Causes It, and How You Can Conquer It

“Today, I’ll prospect.”

Mark drives to the office, feeling confident and ready to hit the phones. The moment he arrives, his underwriter has some important questions about recent applications. This takes 25 minutes.

What causes call reluctance?

What causes the discrete pattern of escape and avoidance associated with establishing first contact? Why do so many experienced salespeople with otherwise superlative skills and abilities develop escape routes to avoid prospecting?

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Nichole Morford

Nichole Morford
Managing Editor

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