Call Reluctance. Get You & 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

About the author:
Near the end of an 11-year tour with the US Navy Underwater Bomb
Squad Team, Tim answered an ad in a newspaper that led him to
his first and only network marketing company. Five years later
his MLM income rose to over $150,000 per month with over 56,000
people in his group. His most noted contribution to the industry
is the "Brilliant Compensation" presentation. Tim is also a
teacher at the Network Marketing Certificate Seminar sponsored
by the University of Illinois at Chicago.