Best Practices in HR
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Kadansky Connie
  June 23, 2018

What if prospecting can be easier than you think?

Sales Call Reluctance is an emotional hesitation to prospect and self promote.  People who experience Call Reluctance perceive prospecting as an emotional threat.

To overcome Sales Call Reluctance requires “Thought Realignment,” or changing your internal conversation around prospecting.  Ask yourself “What if” questions, for example, “What if you had an unlimited supply of ideal prospects?”  “What if you left a voicemail message and the prospect called you back?  “What if you called one prospect at a time, ten times a day?”  “What if you called ten people today and three people called you back next Monday?”

When your internal conversation is fearful, you are engaging your limbic center of your brain — or the fear center which causes you to fight, flee, freeze or appease.

When you ask yourself “what if” questions, you are engaging the pre-frontal cortex of your brain, which is the executive center of your brain.  This brain region has been implicated in planning complex cognitive behavior, personality expression, decision making, and moderating social behaviour. The basic activity of this brain region is considered to be orchestration of thoughts and actions in accordance with internal goals.