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Clientele and Business-Building Advocacy Behaviors in Professional Salespeople (2016). Bryant, T. R., Goodson, S. L., Dudley, G. W. and Dudley, S. C. of Behavioral Sciences Research Press. Presented at the Annual Conference, Southwestern Psychological Association, Dallas, TX.

Are Employee Recognition Incentives Motivating? Examining Gender
Differences Among Sales Personnel (2016). Bryant, T. R., Dudley, G. W., Goodson, S. L. and Dudley, S. C. of Behavioral Sciences Research Press. Presented at the Annual Conference, Southwestern Psychological Association, Dallas, TX.

Relationship of Embellishment, Over-positive Posturing, Evasive Responding & Employment Status On A New Measure of Clientele & Business-building Advocacy (2016). Dudley, G. W., Bernstein, I. H., Dudley, S. C. and Bryant, T. R. Presented at the Annual Conference, Southwestern Psychological Association, Dallas, TX.

A Key Predictor of Career Success: Is it Still Relevant in the Digital Age? (2014). Bryant, T. R of Behavioral Sciences Research Press. Invited Presentation for the Society of Multivariate Research, at the 60th Annual Conference, Southwestern Psychological Association, San Antonio, TX.

Most Utilized Sales Strategies and Their Relationship to New Business Development Activity (2014). Bryant, T. R, Dudley, G. W., Goodson, S. L. of Behavioral Sciences Research Press. Presented at the 60th Annual Conference, Southwestern Psychological Association, San Antonio, TX.


More research about sales call reluctance…


“During troubled economic times, expenses must be managed.
More sales are expected from fewer salespeople. Clientele-building is vital. Every sale matters. Today, sales managers are challenged, not to add more sales training, faster laptops or better products, but to get their salespeople to apply what they already have.”
  


─ George W. Dudley and Shannon L. Goodson, Authors
The Psychology of Sales Call Reluctance


Chances are it’s not what you think. Numerous BSRP studies based on huge samples of real sales professionals show sales call reluctance, not the fear rejection, inadequate training, low self-esteem, poor self-confidence, lack of product knowledge, low self-discipline, ambiguous goals, the fear of success, or the fear of failure, is the primary reason for underperformance in sales. Nothing else even comes close. And, the belief call reluctance is only discomfort using the telephone to prospect is an urban myth.


For over thirty years, Behavioral Sciences Research Press (BSRP) has been the world’s leading resource for the research and development of scientific procedures used to predict, prevent, diagnose and correct “sales call reluctance”  in candidates for sales positions, established top-tier producers and non-sales professionals working in fiercely competitive settings. From military recruiters to members of the clergy, non-profits to startups, professionals across organizations and industries rely on BSRP’s groundbreaking procedures to help them reach the clientele-building goals that are important to them. More...


What is sales call reluctance?

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Sales Call Reluctance.
Who's got it?
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The most successful sales managers understand that the secret to selling more in any industry begins with recruiting and hiring top sales people who will, in fact, sell.  Sounds like a given, but extensive research has shown that the vast majority of sales people struggle with a bone-shaking fear of initiating first contact with potential buyers—better known as “cold-calling” or “prospecting”.  That’s right, most sales people stumble in the first step of the selling process resulting in fewer contacts made, and consequently, fewer sales.  This fear is defined as sales call reluctance®.


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A salesman walks into your office for his regular performance appraisal. He’s confident, charming, snappily dressed and could convince his grandmother to buy a jet ski. more