Do You Experience Anxiety When It's Time to Ask for a Client's Commitment?

For 29 years, I have worked with salespeople in diverse industries to overcome Sales Call Reluctance, which is the emotional hesitation to prospect and promote their services.

The sales dynamics have changed, and you have tools galore to market yourself and your business. Guess what? If you don’t jump on that incoming lead within minutes, your prospect is on to the next solution. Before the internet and smartphones, a “lead and a banana went rotten after three days.” In the digital age, “a lead can slip away in three minutes.”

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Close Reluctance is the first cousin of Sales Call Reluctance. When it is time to call the prospect into action and the next steps, salespeople often experience emotional and psychological hesitation (fear). This type of reluctance manifests when individuals struggle to take that final step in a sales process—asking for the order, the commitment, or the sale—even after building rapport and presenting their solutions effectively.

Key factors contributing to Close Reluctance are:

1.??? Salespeople may fear that asking for the close will result in rejection, damaging their self-esteem or their relationship with the prospect.

2.??? Instead of directly asking for the sale, individuals may prolong conversations, keep providing additional information, or hope the prospect will decide on their own without being asked.

3.??? Those experiencing Close Reluctance often find it hard to assertively move towards the closing stage of the sales process, missing opportunities.

4.??? The closing process triggers uncomfortable emotions, such as anxiety or fear of being too pushy or aggressive, hindering the salesperson from confidently asking for the commitment.

5.??? When it is time to communicate cost and payment options or ask the prospect to sign an agreement at the end of the sales presentation, salespeople stammer and lose confidence.

Which of those five sabotages your success?

The first step to overcoming Close Reluctance is to humble yourself and be honest – recognize this challenge for what it is – an opportunity for growth. Next, take action by role-playing the part of the sales conversation that is causing you hesitation. If you don’t have a colleague or manager to practice with, reach out to a coach like me, who will not judge or criticize you, someone who will guide you through this process. Many salespeople resist role-playing because it feels awkward and uncomfortable. But ask yourself – would you rather privately work with a coach to build your confidence, or continue to feel uneasy in front of prospects and risk losing the deal? The choice is yours.

Overcome Close Reluctance and Close with Confidence!

Are you ready to move past hesitation and start closing deals with confidence? Let’s work together to tackle the obstacles holding you back.

Book Your Free Role-Play Call with me today and begin your journey toward mastering the art of closing. Don’t let fear stop you from reaching your full potential—take action now!

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Remember: When you "close the sale" you are opening a dynamic relationship!