Sales Reluctance — 5 Essential Signs You Could Be Doing Better
Sales reluctance is a recognized phenomenon that’s increasingly common — and potentially devastating — for anyone in a sales profession.
There are resources out there that can help you to overcome sales reluctance, but the first step is deciding if that’s what’s holding you back.
Here are 5 things to watch for you if you think you or a fellow salesperson may be suffering from sales reluctance.
- Sales Shame
For some people, being in sales isn’t seen as a very glorious job.
Many people feel devious or underhanded after working a sales job, like they’ve become the typical “tricky salesman” that everyone is worried about.
These feelings don’t just impact you emotionally, they can also prevent you from doing your job properly.
Shame can prevent salespeople from contacting new potential clients or even following up in a timely manner with existing clients.
2. Procrastination At Your Station
While you may still be performing “work duties” while you’re on the clock, you may be avoiding making the sales calls that you should in favor of doing less “dirty” work.
If you find yourself double-checking your paperwork, re-reading emails, or otherwise avoiding making sales calls at the times that you should, you may need to be concerned.
While these are all work-related tasks, there’s a time and a place for each, and some specific times should be set aside for making calls while your clients are most receptive.
3. Worst-Case Dread
If you’re constantly concerned about what could go wrong, often running through potential dreadful scenarios in your mind, you may have sales reluctance.
Doing this over and over again can take a serious toll on your mental health, and it’s absolutely terrible for your job performance.
Neither one of those is a good thing, but both of them are fixable if you take the proper steps to combat your reluctance.
Preparation is important, and even highly beneficial to a smooth sales call.
There’s a point, however, where you can over-prepare, and it becomes more like procrastination and avoidance of the actual call.
This can be a difficult one to judge, and only someone familiar with your work environment can truly know how much preparation is necessary, and how much is overkill.
5. Referral Deferral
One of the best ways to get ahead in sales is with the assistance of your customers.
Having your customers refer you to others not only gives you extra sales, but it starts you off in good standing with your new clients before you’ve even talked.
If you’re so full of worry at the thought of having a new client call you that you’re passing up on these golden opportunities, there’s a good chance you’ve got sales reluctance.
While sales reluctance is a not terribly uncommon occurrence, thankfully there are experts out there who have been working on solutions to get you back on your feet.
Sometimes you have to help yourself first, before you can help the customer.
If you or a co-worker are suffering from sales reluctance, don’t let it ruin your career. Get the help you need to solve this problem and get back to the top of your game!