Our series on the topic of call reluctance and aversion continues with two further types of people particularly anxious about making cold calls to find new business.
The image-conscious type
This is prevalent in producers who try to overcome self-confidence and self-esteem insecurities by making a show of the trappings of success. They invest heavily in the appearances of wealth and achievement. Ostentatious in their displays of success, these types maintain a constant vigilance against any threat to their advertised respect and worth.
In addition, prospecting is beneath them and is seen as just plain undignified. A salesperson I know fits this mold. He wears so much gold jewelry that he looks like an executive version of Mr. T. He employs assistants to make cold calls for him, due to his lack of time. His production is low because he is still "streamlining his operation."
He has a condescending way of speaking softly that makes others uncomfortable. When he is in the right mood, he manages to close a few large sales per year (which he brags about), although his overall profit margin is barely enough to support his needs. He continues to avoid prospecting until he's financially forced to make calls.
These salespeople have the "Superman Salesperson Complex." They attempt to shortcut the sales process by skipping the all-important building blocks to success. They want to reach up, grab the golden ring at the top of the staircase and make that big sale. But they don't want to struggle in the trenches with other salespeople who gut it out. This can happen to those sales producers who have transferred to a new location or a new company.
