overcoming call reluctance

As of yesterday, you asked your salespeople to make calls for a certain amount of time, or until they reached a certain number of attempts, conversations and appointments.  Your salespeople that don’t experience anxiety over this had no problem and your call reluctant salespeople either found some other important thing to do, started but stopped, or lied.

If I apply this research to Prospecting, your reluctant salespeople are resisting as many as 4 things: