SPQ Foundations

Originally proposed by Dudley and Goodson, Inhibited Social Contact Initiation Syndrome (ISCIS) is a form of emotional escape and avoidance behaviour associated with making the first social contact.  Symptoms are only triggered when meeting new people and usually cease once that first contact has been successfully established. 

When ISCIS limits the contact initiation behaviour of direct salespeople, it is called Sales Call Reluctance. Contact initiation with prospective clients is a core competency for salespeople, and thus failure to prospect for new business, can result in poor sales performance. Contact initiation with prospective buyers in essential but not necessarily sufficient for success in sales. 

Learn more by downloading the brochure here.

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