Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling (Jeb Blount)

by Jeb Blount

Call reluctance is a common label that gets slapped on salespeople who fail to prospect. The term conjures up the image of a salesperson staring at the phone or at their prospect's front door—knees shaking, palms sweating, drenched in anxiety, unwilling to take the next step. Call reluctance is an easy label to apply because it seems to cover all sales sins. But some people aren't reluctant—they are just in the wrong job. If you are that person, so afraid to call that you can't will your fingers to dial the phone or your feet to move, so afraid of calling on strangers that you find it hard to go to work or even get out of bed—quit. Go do something else. This book won't help you. You don't have call reluctance, you are doing something you hate, and trust me on this: Life is too short to spend doing something you hate.