The Psychology of Sales Call Reluctance: Earning What You're Worth in Sales George W. Dudley & Shannon L. Goodson
*80% of all new sales people fail because of call reluctance. 40% of all veterans stop prospecting because of call reluctance. You will make 5 times less money because of call reluctance.
*Many sales people have been told that prospecting or cold calling doesn’t work anymore. Some of the veterans are saying that prospecting by phone is no longer an effective method of reaching out to potential clients. However, it is interesting to note that according to the statistics 40% of these veteran sales professionals stop prospecting due to their fear of rejection. They are often afraid of picking up the telephone. So how can it be truly determined that cold calling doesn't work? It can't.
*What is the upside of cold calling? Make a list of all the positive things that will happen by making the call and I'm sure you will see that the positives outweigh the negatives 5 to 1.