One of the biggest stumbling blocks for most salespeople is call reluctance. Call reluctance is when we dread seeing the people, making the phone calls and asking the questions we should. Therefore we procrastinate, make excuses to ourselves and find other things to do. Making sales calls involves a certain amount of emotional risk because of the fear of rejection. Rejection, however, is a part of life and sales. If you don't get rejected at least a few times, you definitely aren't trying hard enough.

As human beings, no one enjoys rejection, but the rewards a salesperson can reap from enduring a small amount of rejection are enormous. Think of it this way. You could contact 10 prospects and be rejected 70% of the time which means you were successful with three prospects. This is obviously better than contacting 2 prospects and being successful 50% of the time.