1. Fear of the Unknown
Fear, anxiety and procrastination go hand-in-hand in sales and this is experienced at different levels based on the sales professional. At the prospecting stage, it's the fear of making that initial call even if the lead may be a warm lead. Also at the closing stage, it's the fear of following up on the proposal/quotation or the next meeting or most importantly, asking for the business.
"I don't want the client to feel like I'm bothering them"
2. No Control of the Process
Have you ever gone into a meeting feeling a bit nervous because you felt you were going in blind? We all have.
3. Lack of Tools
We just skimmed through it a bit
4. Practice & Planning
I didn't hear from you so I just went elsewhere - said the customer
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