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Call Reluctance
SPQ*GOLD^® Sales Preference Questionnaire^™

Do your managers complain that they can’t get their salespeople
to pick up the phone:

To make cold calls?
To prospect at the level necessary for success?

Are new account sales below the level
necessary to build your business?

Proactively initiating contact with prospective buyers is key to success in many sales organizations. The SPQ*GOLD^® assessment is specifically designed to assess attitudes and behaviors associated with sales prospecting (contact initiation with prospective buyers).

Salespeople that do not engage in proactive prospecting may have learned habits leading to Call Reluctance. The good news is that learned behaviors can be replaced with NEW behaviors and habits that will lead to higher numbers of contacts and sales!

SPQ*GOLD^® is the only assessment in the world specifically engineered to detect and measure twelve types of sales call reluctance.

This doesn't tell you if they can sell,
it tells you if they will sell.
Isn't that what you really need to know?

SPQ*GOLD^® has two main applications.

To supplement the sales candidate selection screening process. It increases the probability of hiring individuals who are more likely to contact prospective buyers and therefore be good sales producers. This guarantees your time-to-performance is minimized.

To assess the current sales organization to uncover whether and to what extent Call Reluctance^® issues may be affecting current sales performance. This information can be foundational to skill development and ongoing coaching efforts.

Learn about the attitudes and willingness of your current or prospective salespeople and ensure that your human resources produce when you use the SPQ*GOLD^® assessment!!

It is appropriate for anyone in a contact-dependent work setting, including veteran salespeople, new salespeople, sales managers, trainers, consultants, psychologists, human resources practitioners and others who are either in sales or may influence the attitudes or behaviors of individuals in direct sales.

Resources Available to SPQ*GOLD^® Users:

Available through CRD for $22.95 plus shipping. Authors, Dudley and Goodson, describe what Call Reluctance is, how to identify it and interpret the assessment results and offers prescriptions for building better behaviors!

Self-study tools and workshops for managers and coaches are also available.

Sample SPQ*GOLD^® Assessment:

Call Reluctance SPQ*GOLD® Sales Preference Questionnaire™

Call Reluctance
**SPQ*GOLD^® Sales Preference Questionnaire^™**