The Science Behind Sales Call Reluctance

Today’s guest on The Sales Vitamin Podcast is Suzanne Dudley, she’s the President & CEO of Behavioral Sciences Research Press, Inc. in Dallas, Texas.  She's the daughter of co-founder, George Dudley. 

Emotional hesitation to develop new business can hurt your sales career.  Studies show that up to 80% of new sales professionals may suffer from it.  And 40% of veteran sales professionals have considered quitting all together because of the negativity towards prospecting and client engagement.

Dudley and her team has spent 40+ years understanding the science behind the barriers that keep talented, deserving salespeople from earning what they're worth.  She's also the co-author of the company's latest publication, Relentless: The Science of Barrier-Busting Sales.

Dudley is a CPA and the only CPA who has been a member of the Southwestern Psychological Association (SWPA), Society for applied Multivariate Research (SAMR) and Association for Psychological Science (APS).   She has a strong financial background that enables her to practically apply the research conducted by BSRP.  

So, whether you sell a product, service or market yourself, you can learn to overcome the fears that hold your career hostage.  

Here's what you'll learn in this episode: 
​

• What is call reluctance?
• Call Reluctance symptoms.
• Managing sales professionals through call reluctance. 
• How to determine if you have call reluctance. 
• C-Level call reluctance and complex sales. 
• Strategy vs Targeted calls.
• Complex vs Transactional sales. 
• Why typical sales inspiration training doesn't cure call reluctance. 
• Defining a true sales professional. 
• How the pandemic has effected prospecting. 
• Virtual selling. 
• Social Media and call reluctance. 
• Demographics and buyer habits. 
• One sales vitamin.  

Connect with Suzanne Dudley
Official Website
LinkedIn
BSRP LinkedIn