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Sales Training – Salespeople Tips on Crossing the Barbed Wire Fence of Sales Reluctance

Guest post by: Patricia Weber

Article Overview: Sales people can be fenced in with sales reluctance, like barbed wire. The thorny fences keep people (and animals) both in and out of certain areas. There are options for salespeople to cross over barbed wire, sales reluctance, with less pain than from the reluctance itself.

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Sales Training – Salespeople Tips on Crossing the Barbed Wire Fence of Sales Reluctance

Unlike real barbed wire being cheaper, easier and quicker to use to get results to better control livestock and land, sales reluctance is costly, stubborn and slows down a salesperson’s success. If a salesperson’s product or service is that valuable, a salesperson will want to have various ways to cut through and strengthen their self-promotion.

Go under. Barbed wire is a wall without being a wall, just like reluctance is a sales barrier which may not be recognized. Reluctance commonly shows up as fear of rejection, failure or being perceived as an impostor and pervades all parts of the selling process. Research by Behavioral Sciences Research Press has found that for sales call reluctance, there is usually a specific limited reason. Find out what causes your particular reluctance, then find a way to get it under control.

Cover it with a blanket and climb over it. Rather than become entangled in the barbed wire of sales reluctance, identify your issues and set an action plan to get over it. Do you have an underlying belief that salespeople are scammers? When I lead sales training workshops I often ask, “What words would you use to describe salespeople?” A long list of negative words like, dishonest, pushy, doesn’t listen, start to be spoken. When you are reluctant about follow-up, do you procrastinate to avoid seeming pushy? Consider changing that the belief to how what you have to offer brings great value to people and you owe it to them to help them.


Cut the wire. Treat reluctance, like barbed wire, with respect. It could be that a salesperson’s reluctance is there for good reason. Sometimes it stems because salespeople fear losing someone’s approval. In working with one of my clients, once we put notes together for a sales script, they were able to call current clients and ask for referrals. Now it helped that on the first call they actually got some additional business, but they cut the wire and got into a confident calling state knowing that they would actually gain approval by their current clients. Help yourself with an approach that helps you to change what you say to yourself.


Circumvent. If at all possible get over sales reluctance, this barbed wire of selling, quickly. You may not be able to get around it by yourself particularly if you have been plagued by it for years. This may mean hiring a sales coach, enrolling in sales training or finding an outside means to help raise self-confidence in the areas of sales reluctance.

If you have any fear of self-promotion, think you bother people when you follow-up, or even find yourself procrastinating and thinking you are lazy on high priority sales activities, be sure you have good tools to get over, go around and cut sales reluctance. You don’t have to stay inside the barbed wire. With awareness that you suffer from some sales reluctance, you can find a method to – cut the barbed wire of selling.

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Home > Business-Coach > Patricia Weber > Sales Training Salespeople Tips on Crossing the Barbed Wire Fence of Sales Reluctance
Article Tags: barbed wire, behavioral sciences research, belief that, control livestock, failure, fear of rejection, good reason, impostor, referrals, sales call reluctance, sales script, salespeople, salesperson, scammers, self promotion

About the Author: Patricia Weber
RSS for Patricia's articles - Visit Patricia's website

And if you are someone reluctant about networking and sales follow-up, maybe you feel you just bother people, grab a Free 25 page excerpt of Taking the Mystery Out of Follow-up, http://www.followupwithcare.com. Learn an easy step-by-step system to go from collecting business cards to a 30% to 100% increase in sales. Patricia Weber, 20 years sales training and business coach helps introverts motivated for change, to discover their personal breakthrough for ultimate success. Visit her blog for ideas, tips and actionable suggestions - http://www.patricia-weber.com

Click here to visit Patricia's website
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 America\\\'s #1 Sales Coach for Introverts, Shy and Reluctant
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