CALL RELUCTANCE is a term often used to describe the reasons for this unwillingness. It is a general term: Call Reluctance falls into several different categories, but all boil down to a salesperson’s unwillingness to perform actions that are necessary to sales success. These actions range from closing to prospecting for new business.
The underlying reason for Call Reluctance is fear of rejection. I think that this generic term, “Fear of Rejection”, if used often enough by leaders, can be seen as incurable, a fact of life.
FEAR OF REJECTION IS NOT A FACT OF LIFE!
Good leaders must root it out and stamp on it. Eliminate it for good.
Fear is irrelevant. If a salesperson has it, the salesperson must deal with it, overcome it, and then do the actions necessary for success