Sales form the most important operation of all for companies wishing to increase their revenue. It is a question not just of developing the existing customer base but also of acquiring new customers. Everyone working in sales can subscribe to this, but why are there no results?
Companies invest remarkable sums in various salespersons’ training programs without gaining any visible results. This failure occurs because the sales organizations are unable to expand their customer network and therefore their sales. Traditional sales training is useless unless the salespeople are able to continuously create contacts with potential customers.
The problem is caused by 12 emotional factors that form barriers to reaching the goals set.
The fears that prevent successful sales are known as Sales Call Reluctance®. These fears are common and the greatest single reason for underachievement. The American Behavior Sciences Research Press, Inc. has studied these emotional disturbances for several decades and developed the SPQ*Gold® questionnaire in order to chart them.