Understanding the Psychology of Sales Call Reluctance
Sales call reluctance is a common challenge faced by sales professionals, hindering their ability to make effective prospecting activities. In the competitive world of sales, understanding the psychological factors behind this reluctance is crucial for sales managers seeking to optimize their team’s performance. In this article, we will delve into the intricacies of sales call […]
Do you know your selling styles?
Different selling styles are triggered by different types of coaching measures. Sales competitions increase the performance of those with a competitive selling style but lower the motivation of relationship-oriented salespeople. In his article, Christer B Jansson maps the different sales styles and how they work. Different selling styles are triggered by different types of coaching measures. Sales competitions, […]
SPQ Gold/FSA test now available in Danish
Our test SPQ Gold/FSA that predict a salespersons performance is now also translated into Danish. SPQ Gold/FSA predict a salespersons performance in three levels; How much he/she would sell? How long time it would take? How much would it cost? It is an advanced psychometric test that measure a person’s level to be very active to […]
In the mind of your customer
What’s on your customer’s mind? Read Christer B Jansson’s opinion based on George W Dudley and Shannon R Goodson’s research on sales styles and sales productivity. “No two customers are the same”. For small business owners, this means they need close attention to what motivates customers to buy. Customers approach their purchases with their own agenda. For example, […]
Watch our latest webinar
Here you can watch our latest webinar about the upcoming Master in Sales Excellence workshop, to be held between 14th and 17th November 2023 in Sweden. More info about the workshop and to book your place, you will find here.
Social Self Consciousness – Reluctance Type
Defaulted, neglected upper-tier markets which are left to competitors, ignored upper level products, low quality sales recruiting… Familiar with these behaviors? Social Self Consciousness Reluctance type is a highly concentrated form of call reluctance. Devotees practice the inverse of target marketing: target avoidance. Some Socially Self Conscious salespeople complicated matters by insisting they are not […]
Sales Excellence As a Practice – Webinar
Prior to our next Master in Sales Excellence workshop, we are running a webinar where we gonna talk about the best practices to establish and maintain sales at the highest level. The webinar is scheduled on the 9th October at 9am (CET). Follow the link to register. What all the research shows is that those […]
Oppositional Reflex – Reluctance Type
Management by temper tantrum, internal politics, power struggles, sycophants for advisors, personal survival elevated over team mindedness. Does the above described situations sound familiar to you? Have you experienced them in your workplace? Oppositional Reflex is a Call Reluctance Type where the salesperson usually do the exact the opposite of what they are asked to […]
Sales Role Rejection – Reluctance Type
Indoctrination over training, insistence on euphemisms for the “sales” role, distancing from sales function, little identification with sales process. Does this sound familiar to you? Role Rejection Call Reluctance occurs when a salespeople is intellectually willing, but emotionally unable, to accept a career in sales. Role Rejection is tricky to diagnose accurately because the afflicted […]
Master in Sales Excellence Workshop
Master in Sales Excellence is a workshop that will be organized by Confident Approach and Behavioral Sciences and Research Press between 14th and 17th November 2023. The Mater in Sales Excellence will be held at the Sigtuna Stadshotel, Arlanda (near Stockholm). This workshop is focused on helping salespeople and sales organizations get rid of behavior […]
