What really stops a salesperson from making the call, asking the question, or starting the conversation?
That is the focus of a fascinating conversation between Christer B. Jansson, founder and CEO of Confident Approach AB and an expert in Sales Call Reluctance, and Fred Copestake, sales author, trainer and coach and host of the Sales Today podcast.
In this episode, Fred and Christer explore the psychology behind Sales Call Reluctance and why it can be much more than simply not wanting to pick up the phone. Christer has worked with Sales Call Reluctance since 1997 and has extensive experience helping sales professionals and organisations understand and overcome the psychological barriers that can prevent proactive customer contact.
The conversation looks at an issue many sales professionals can recognise: knowing exactly what you should do, but still hesitating to do it.
Fred and Christer discuss why fear of rejection or being perceived as “too salesy” can hold capable salespeople back, the difference between simply being active and creating meaningful customer conversations, and how call reluctance can become part of a wider sales culture.
They also explore an important distinction between sales skills and sales mindset. Having the right techniques and knowing what to do does not necessarily mean that a salesperson will consistently take action. Understanding the psychological barriers behind that hesitation can be an important part of improving sales activity and customer engagement.
For sales leaders, sales professionals, trainers and anyone interested in the human side of selling, this episode offers a thought-provoking look at what happens before the conversation even begins.
Listen or watch the episode
You can listen to Sales Today and find the podcast on several platforms through Fred Copestake’s Linktree:
Listen here: Fred Copestake’s Linktree – Sales Today
Watch the episode on YouTube: Overcoming Sales Call Reluctance – YouTube
The episode, “Overcoming Sales Call Reluctance,” is approximately 36 minutes long.
Whether you work in sales, lead a sales team, or train sales professionals, this conversation provides useful perspectives on a question that is easy to overlook: what happens in the moment when a salesperson decides not to make the call?
