Overcoming Sales Call Reluctance

Kadansky, Connie
January 2011
Journal of Financial Planning;Jan/Feb2011 Practice Management Sol, p20
Academic Journal
The article presents the author's insights on how to overcome sales call reluctance. According to the author, call reluctance begins from a combination of three sources which include personality predispositions, hereditary influences and exposure to others with call reluctance. It also presents the steps for successful selling process which includes identifying prospective clients, initiating contract with prospective clients and referral sources and influencing the prospect's decision. It mentions the 12 distinct types of fear that can cause financial advisers to avoid prospecting particularly telephobic. Furthermore, it highlights the ways on how to overcome call reluctance.


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