Call and Close Reluctance

Two critical skills for salespeople throughout their careers are initiating contact with new prospects and closing on new commitments. Without the ability and the will to develop new business by overcoming barriers to prospecting, none of the other skills of selling, strategizing, and negotiating can be put into play. Likewise, reluctance to close on gaining commitments with both new prospects and existing customers can stall account and profit development indefinitely.

In the fourth and final course of the Consultative Selling Skills Project, Participants will identify personal and other barriers to prospecting calls and closing, and identify specific personal initiatives to overcome or control these behaviors. This workshop will reinforce sales as well as strategy and negotiation sessions, but is mainly intended to deal with motivation, attitude, and other factors that hurt the performance of more experienced salespeople.

Audience: Sales, Marketing, and other staff who have a sales role.