Overcome Call Reluctance - Get Your Salespeople to Prospect!

Posted by Dave Kurlan on Mon, Jun 21, 2010 @ 06:06 AM

callingI am reading Dan and Chip Heath's new book, Switch - How to Change Things When Change is Hard.  One of the studies they presented suggests that the more difficult something is for us, the fewer emotional resources we have to do it.  In other words, the amount of time we spend doing something difficult is in direct disproportion to the resistance we have for it.

To illustrate the results of this study, let's take something like Prospecting and assume two things:

  1. You still need your salespeople to find new opportunities and you don't have enough Sales 2.0  (incoming leads) to eliminate the need;
  2. You have salespeople with some call reluctance. 

As of yesterday, you asked your salespeople to make calls for a certain amount of time, or until they reached a certain number of attempts, conversations and appointments.  Your salespeople that don't experience anxiety over this had no problem and your call reluctant salespeople either found some other important thing to do, started but stopped, or lied.

If I apply this research to Prospecting, your reluctant salespeople are resisting as many as 4 things:

  1. Dialing the phone
  2. Speaking with someone who might be bothered by the interruption
  3. Overcoming resistance to schedule an appointment
  4. Getting rejected

Using what I understand about this study, for the next week, ask (only) your call reluctant salespeople to make calls in one of the following ways instead:

  • instead of an hour of calling, schedule just 10 minutes of calling - at 6 different times each day 
  • make attempts only until you have a conversation with a decision maker - x different times each day
By decreasing both the amount of resistance and time spent overcoming the resistance, you might be able to make it less overwhelming and therefore easier for your call reluctant salespeople to experience prospecting success.

Topics: Dave Kurlan, sales candidates, cold calling, salespeople, overcoming call reluctance, dan heath, chip heath

Subscribe via Email

View All 1,700 Articles

About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog earned a medal for the Top Sales & Marketing Blog award for six consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave.

Email Dave

View Dave Kurlan's LinkedIn profile View Dave Kurlan's profile

Subscribe 

Receive new articles via email
Subscribe
 to the Blog on your Kindle 

 

 

Most Recent Articles

Awards

Vendor Neutral Certified 100 SalesTech Vendor Objective Management Group

Sales & Marketing Hall of Fame Inductee

MVP2018_badge_winner_SPC

Leaading Sales Consultants 2018

Top Sales Awards 2018 - Individual Blog -  Silver

Top Sales Awards 2018 - Article/Post -  Silver


Top Sales Awards 2018 - Assessment Tool -  Gold

 2016 Top Sales & Marketing Individual Blog - Bronze

Top Sales & Marketing Awards 2015 -  Bronze - Thought Leader

2016 Top Sales & Marketing Podcast - Gold

2016 Top Sales & Marketing Webinar - Gold

Top Sales & Marketing Awards 2015 - Bronze - eBook/White Paper

Top 50 Sales & Marketing Blog 2019

Dave Kurlan Top 50 Sales Influencer 2015

Sales Pro Insider Blog

Top 50 most innovative sales bloggers

Top100Strategic

Top100SalesInfluencersOnTwitter



Hubspot Top 25 Blogs

 

Free Tools

Sales Process Grader

Sales Candidate Assessment Free Trial

Sales Ghost Calculator

Sales Force Grader

Sales Hiring Mistake Calculator

FREE Recruiting Process Grader