Glossary

Call reluctance. The emotional discomfort experienced when initiating contacts with prospective buyers. It is also known as a fear of Self-Promotion. It can be described as an emotional process of diverting energy from the act of prospecting to the ace of procrastinating.  

Call reluctance impostors. Call reluctance impostors are often accompanied by low prospecting activity missing one of three key factors namely motivation, goals or/and goal-obstructive feelings. 

Call reluctance sales training workshop. A workshop that helps salespeople understand and overcome emotional barriers that lower sales results. Both the participants and the employers will benefit from this sales and behavioural change, which has been designed to enhance the selling process.

Competition-oriented selling. A type of selling behaviour that is organised around persuasion and directive interpersonal influencing.  This behaviour is often found in salespeople who describe sales in terms of outcome and engage in competitive selling efforts.

Confident Approach Workshop + Coaching. A workshop designed to train sales prospecting clients with the aim of delivering results on sales force who are having difficulty with call reluctance.  An intensive workshop dealing and curing emotional barriers that keep professionals from earning what they’re worth.

Coaching. Individual or group training sessions that will improve sales productivity. 

Doomsayer. Persons with Doomsayer behaviour look for low-probability catastrophes. Doomsayers have excellent qualities but are not willing to take risks due to worry.

Emotionally Unemancipated. Emotionally Unemancipated Sales Call Reluctance is the emotional discomfort of selling to members of one’s own family. Like Telephobia, this is a targeted type of Sales Call Reluctance which only affects the ability to sell to family members.

Fear-Free Prospecting and Self-Promotion Workshop. An intensive counter-offensive on the emotional barriers that hinder motivated professionals from earning what they are worth. The course changes unproductive behaviour patterns to achieve better results.

Hyper-Pro. A Call reluctance type of behaviour whereby the person often strives to project a successful image together with professional jargon, name-dropping, and a reflexive need to appear better informed. 

Image-oriented selling. A type of selling style which includes the development of professional presentations, language, support and illustration.
ISCIS - Inhibited Social Contact Initiation Syndrome is an emotion-based escape and avoidance behaviour associated with making the first social contact.

Management Training Workshop. An accreditation programme, whereby participants can become advanced users of Sales Call Reluctance Scale (SPQ Gold) and use the entire concept in their company.

Need–oriented selling. A type of selling style behaviour, where the focus is on discovering the client’s needs.

Oppositional reflex. A behaviour exhibited by people with a compulsive need to argue, make excuses and blame others. These people are often emotionally unable to allow themselves to be coached, advised, managed or trained.

Over-Preparation. A call reluctance type of behaviour, where energy is over-invested into analysing at the expense of prospecting.

Personal Best Programme. A type of training that covers individual coaching distributed over 12 meetings across 6-12 weeks, with one contact per week or per month depending on the needs and situation. 

Product-oriented selling. A selling type of behaviour, where the focus is on describing, outlining, explaining and detailing product features and benefits.
PsychScore® or Rose™– An online account management and assessment centre.

Rapport-oriented selling. A selling style that facilitates the development of rapport, caring and trust with potential clients. This approach is customer-centred rather than product, credibility, need or service-centred.

Referral aversion. A call reluctance type of behaviour, where emotional discomfort is associated with asking existing clients for referrals.

Role rejection. A call reluctance behaviour characterised by energy being lost due to unexpressed and unresolved guilt and shame associated with being in sales.

Sales Call Reluctance. An emotional hesitation to initiate contact, prospect and self-promotion. (see also Call Reluctance)

Sales Preference Questionnaire. Also known as SPQ Gold, this unique test is specifically engineered to detect and measure all twelve types of sales call reluctance® and call reluctance impostors. 

Screening process. A process that will help save time and minimise the risk of missing high performers or recruit low achievers. 

Second opinion. A service that complements the final decision during the recruitment process. The process entails various assessment tools that will help in selecting the right candidate. 

Selling Style Profile Anaylsis (SSPA). An assessment tool/test that will identify individual’s preferred selling styles.

Separationist. A call reluctance type of behaviour that is characterised by emotional resistance to mixing business interest with friendships.

Service-oriented selling. A type of selling style where fulfilling or exceeding clients’ expectations and keeping commitments is emphasised. 

Social Self-Consciousness. A call reluctance behaviour characterised by emotional hesitation to initiate contact with up-market prospective buyers.

SPQ Gold assessment tool. Also known as SPQ Gold, this unique assessment is specifically engineered to detect and measure all twelve types of sales call reluctance® and call reluctance impostors. 

SPQ foundations. Theoretical and background information about the Sales Preference Questionnaire.

SPQ technical. Information about the validity of the Sales Preference Questionnaire.  

Stage-Fright. A type of call reluctance that is characterised by emotional discomfort to prospect through group presentation.

Style Logix Workshop. A sales training workshop that aims to increase the range of selling styles used by salespeople in the field.

Telephobia. A type of call reluctance characterised by fear when trying to use the telephone for prospecting purposes.

Yielder. A type of call reluctance characterised by hesitation to prospect for new business due to a reflexive fear of being considered selfish, intrusive, or pushy.