Call Reluctance - Get You and Your Downline Over It!

Call Reluctance…Get Your & Your Downline Over It.
by Tim Sales
www.brilliantexchange.com

After a recent training call I conducted (which was quite unique in that I did live calls with prospects) my staff sent out a survey to all those on the call asking some very key questions. The responses were then given to me. From the responses I was able to see some very valuable things the listeners need/want help with.

One of the statements a person requested help with was, “getting over call reluctance.” I will help her with this issue in this newsletter.

Now call reluctance is a term used in sales and network marketing to mean that the salesperson or the network marketer hesitates or procrastinates making calls to prospects. So to help a person get past this we need to figure out what caused this “reluctance.”

As I commonly do, I’ll define the main word – which is reluctance. It means: unwillingness; offering resistance; opposing.

A network marketer knows he/she should make calls in order to build his/her business but - - is unwilling to or is resistant to or is opposed to making the calls. So instead of making calls they bury themselves in a guilt ridden corner and mentally beat themselves up. Sound familiar?

So just what might cause a person to be unwilling to make calls?

I’ve written a list of items that “cause” a person to be unwilling, resistant or opposed to making the calls. This will be a good check list to help a person in your downline find out why they’re not being successful. And, if you’d like a nice jolt of reality, hand this list to someone in your downline and ask them to check and make sure you do all these things.

1)Has she decided exactly what she wants to achieve with the business? Ask her what it is.
2)Has she written a plan of how to achieve it? Ask her if you can see it.
3)Is she working that plan? Ask her to show you where she currently is on the plan.
4)Does she know all the “parts” that make up building her business?
a.Does she have a lead source? Ask her to show it to you.
b.Does she know how to get customers? Ask her to get one while you watch.
c.Does she know how to service customers? Ask her to show you how she does it.
d.Does she know how to get distributors? Ask her to show you how she gets one.
e.Does she know how to train distributors to get customers? Ask her to train one while you watch, or introduce someone to you who she has trained that can get customers. Ask that person to demonstrate getting a customer.
f.Does she know how to train distributors to get distributors? Ask her to train one while you watch, or introduce someone to you who she has trained that can get distributors. Ask that person to demonstrate how they get a distributor.

WHATEVER SHE CAN’T SHOW YOU IS THE REASON FOR CALL RELUCTANCE.

“Afraid of rejection” is garbage. Anyone who says that that is their reason, you can easily call their bluff by setting a tape recorder on a table and ask, “Invite me to come to your business meeting.” They can’t do it. Why? It’s not fear of rejection… tape recorders don’t reject you.

AFRAID OF REJECTION, OUT OF COMFORT ZONE, CALL RELUCTANCE, AND ANY OTHER FANCY PHRASE A PERSON CAN COME UP WITH IS ONLY A MASK TO COVER UP WHAT THEY DON’T KNOW HOW TO DO.

I DON’T CARE IF THE PERSON HAS BEEN IN SALES FOR 20 YEARS – IF THEY WON’T DO IT, IT’S BECAUSE THEY DON’T KNOW HOW.

Fear, fear of rejection, and/or call reluctance is the same animal – not being able to predict an outcome. That’s the basis of all fear. The person just simply can’t predict what will happen if they do something. If you go bungee jumping – it’s the inability to predict the outcome that causes fear. If you defuse bombs (my past profession) – it’s the inability to predict the outcome that causes fear.

I’ve seen this surface from some very unlikely people. There was a person who had seen a fair amount of success but was not able to reap the rewards from one of her business legs. The compensation plan required her to have 12 on her front line to earn on the depth of the organization.

When she first came into the business she had a friend with her and her friend saw the business at the same time. Her friend built a big business under her. So she had one very large organization. But she could only earn on one level deep.

When she had 12 on her front line she could earn 6 levels deep of the whole organization. But she couldn’t get the other 11 people. Everyone in the company (not just her downline) looked up to her because she had such a large business. But she couldn’t earn money on all the volume until she got those 11 people on her front line. She talked to me about it. She said she wasn’t making the calls because of “call reluctance.” I didn’t buy her excuse.

Don’t you buy your downline’s excuses –run them through the check sheet above and train them on whatever they can’t do.

Don’t you buy your own excuses – get trained.

With respect and admiration,

Tim Sales