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54 Golden Nuggets: The Best of the Telephone Doctor by Nancy Friedman

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How to Handle CallReluctance and CallRejection

A while back at a sales training program I delivered, an insurance salesman told me he had “call reluctance” and asked how to handle it.

I was slightly taken aback. I really couldn’t imagine a salesperson having call reluctance and being successful. That’s what I call an oxymoron. The two just don’t go together.

Call reluctance, the fear of picking up the phone, is obviously not a great characteristic of a successful salesperson. On the other hand, I can fully understand and can successfully treat “call rejection.”

Well, you’re asking, what’s the difference between the two? Big time difference, my friend, big time.

If you feel you happen to have call reluctance, meaning you’re obviously reluctant ...

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