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Complete Story
03/10/2026
Name It. Defeat It.
Source: Bill Farquharson, March 9, 2026
Have you ever had this moment?
You have the contact’s name.
You have the contact’s number.
You know you should call.
You have the time to call.
But you don’t. Well, not yet…
First, you reorganize your desk. You check email. You check Instagram.
You do a couple fluff tasks: Things that are important, but not urgent. Finally, you tell yourself: I’ll call tomorrow.
It’s not laziness.
That’s call reluctance.
This is one of the most common challenges new reps face — and no one talks about it.
If I am describing you, just know you are not alone. The overwhelming majority of us face call reluctance. For some, it’s chronic. For others, it’s career-limiting.
What matters is what’s behind the hesitation. For some, it’s fear. Others aren’t confident enough in what they have to say. What about you?
The next time you come up against call reluctance, take a moment for honest reflection and feel the feelings. You can’t fix what you don’t understand and overcoming this obstacle starts with giving it a name.
And call reluctance has a name. Once you name it, you can attack it.
The Sales Vault, created by Bill Farquharson, is a subscription-based resource and sales community featuring a calendar packed with live workshops, on-demand sales courses, peer-to-peer discussion groups, and 35+ years of sales training content all searchable by sales challenge. Think of it as a sales conference where the seminars and workshops, full of instantly applicable ideas, are ongoing and more programs are added constantly.
The Sales Vault is available on a monthly subscription basis, normally at a no-brainer monthly price of $45/participant, but… GMA members can take advantage of an exclusive offer: FREE membership for 30 days followed by a discounted monthly subscription price of just $40/participant.
Bill has been a friend of GMA for many years and is, no doubt, known to our members as a top sales trainer and content creator for the graphic arts.
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