Episode 9: Misconceptions about the SPQ

Episode 10: What Your Body Tells Us About Sales Fear

Only 37% of salespeople consistently meet their targets. In this episode, we uncover the surprising science behind what’s really holding the rest back, and why fear, not skill, is often the biggest obstacle to success.

Episode 9: Misconceptions about the SPQ

Many sales teams assume that better leads mean better results, but what if that’s not the real issue? In this episode, we explore one of the most overlooked challenges in sales performance: sales call reluctance.  You’ll learn why even the best-trained, most well-equipped salespeople can hesitate to reach out, how this hesitation quietly impacts results, and why call reluctance doesn’t disappear even when leads are handed to you.  We’ll also unpack research showing the 16 distinct forms of call reluctance and how tools like the Sales Preference Questionnaire (SPQ) can help identify and manage them. Because once you can measure what’s holding your team back, you can start to change it.

Episode 8: Sales Goals and Motivation - Do You Have Enough?

In this episode, authors Suzanne Dudley and Trelitha Bryant share an entire chapter from their book, Relentless: The Science of Barrier-Busting Sales. You'll Learn: The three essential conditions of authentic sales Call Reluctance Three potential barriers to your career success that are NOT Call Reluctance The symptoms of insufficient energy and clear focus Resources: Get the book on Audible [https://www.audible.com/pd/Relentless-Audiobook/B086SRXMRD?qid=1625068789&sr=1-1&ref=a_search_c3_lProduct_1_1&pf_rd_p=83218cca-c308-412f-bfcf-90198b687a2f&pf_rd_r=0WT0Y7VPGR08KCDW7JNZ] or Amazon [https://www.amazon.com/Relentless-Science-Barrier-Busting-Suzanne-Dudley-ebook/dp/B0848R93CK/ref=sr_1_1?dchild=1&keywords=suzanne+dudley&qid=1625068849&sr=8-1]. View the tables [http://www.barrierbustingsales.com/audio] from the audiobook. Get the tools to power up your sales with the online Power Up Your Sales Workshop [https://scientificsaleseffectiveness.com/home/highly-rated-workshops/].

Episode 7: Building a Seller’s Mindset Part 2 With Marion Iliohan, CFP

In this episode, BSRP’s CEO Suzanne Dudley continues her conversation with Certified Financial Planner Marion Iliohan—a management and transition strategy coach for financial advisors—about defining a clear mission for the current and future state of your business.   In this episode, you'll learn:  Where to find exceptional salespeople. How to keep good salespeople fully engaged in meeting objectives. Who should be a salesperson's biggest advocate.  Resources: Take our complimentary Call Reluctance Quiz [https://salescallreluctance.com/free-call-reluctance-survey/] to check your sales-resistance behaviors. Check the pulse of your sales team with our Sales Team EKG Survey [https://scientificsaleseffectiveness.com/home/team-ekg-survey/] Get the tools to power up your sales with the online Power Up Your Sales Workshop [https://scientificsaleseffectiveness.com/home/highly-rated-workshops/].

Episode 6: Building a Seller’s Mindset Part 1 With Marion Iliohan, CFP

Successful selling stems from a mindset focused on prospecting that needs to be practiced every day. In this episode, BSRP’s CEO Suzanne Dudley talks about the importance of embracing the salesperson role and why the process of building your pipeline is the lifeblood of your business with Certified Financial Planner Marion Iliohan, a management and transition strategy coach for financial advisors.  In this episode, you'll learn:  How to use adversity to your advantage to revisit and rethink business strategies.  Why it’s important to not let the grind of business to overpower prospecting.  Why a good succession plan that includes motivated prospectors should be a part of your legacy.     Resources: Take our Free Survey [https://salescallreluctance.com/free-call-reluctance-survey/] to check your sales-resistance behaviors. Check the pulse of your sales team with our Sales Team EKG Survey [https://scientificsaleseffectiveness.com/home/team-ekg-survey/]. Power up your sales with the Power Up Your Sales Webinar [https://scientificsaleseffectiveness.com/home/highly-rated-workshops/].