June 23, 2018

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The 12 Types of Sales Call Reluctance

Part 2 of 2

Sales researchers Dudley and Goodson came up with the following list of 12 Types of Call Reluctance (excerpted from The Psychology of Sales Call Reluctance).

Doomsayer: Worries, will not take social risks (loses three new accounts pre month).

Over-Preparer: Over-analyzes, under-acts (sells at 43% of quota)

Hyper-Pro: Obsessed with the image and looking good (but is rated only average in presentation skills.) Confuses packages with prospecting.

Stage Fright: Fear group presentations (loses $10,800 in annual gross sales).

Role Rejection: Secretly ashamed of sales careers; deflects identity (loses four accounts per month).

Yielder: Fears intruding on others (impedes success of TQM programs).

Socially Self-Conscious: Intiminated by up-market clients (sells 33% under quota).

Separationist: Won't mix business and friends (loses three accounts per month).

Emotionally Unemancipated: Won't mix business and family (sells 15% under quota).

Referral Aversion: Fears distributing existing business or client relationships (sells 19% under quota).

Telephobia: Fears using the telephone for prospecting (loses $10,000 in commissions annually).

Oppositional Reflex: Argues, blames, rebuffs attempts at coaching (loses nine new accounts per year.)


The costs of call reluctance are very high for both the individual recruiter and the firm owner. High turnover is one result of call reluctance and about seventy five percent of new recruiters don't survive their first year. Call reluctance also has a crushing effect on the spirit and causes frustration and stress. The loss of revenue also affects both the recruiter and the ownership.


I have just completed a new audio program called, “How to overcome cold call reluctance” which outlines twenty ideas that will help you or your staff to get out of procrastination and into action.

- Gary Stauble

Gary Stauble is the principal consultant for The Recruiting Lab, a coaching company that assists Firm Owners and Solo Recruiters in generating more profit in less time. His free monthly e-zine, “Creative Recruiting” will help you to attract premium clients, generate more profit, and still be home in time for dinner. Subscribe today at or via email to Owners: sign up for a free Tele-class,” More Profit in Less Time”, online. For more information or to schedule a complimentary consultation, visit the site or call 408-847-5049.