Management Consultants Forum                          Dallas Fort Worth Chapter

   
October 16th, 2006

Trelitha Bryant
VP Field Testing & Research
Behavioral Science Research Press

Beyond the Fear of Rejection

Are people today more call-reluctant or less?
BSRP’s newest research may hold the answer.
A recent BSRP study headed by BSRP senior research analyst, Trelitha Bryant, examined the incidence of sales call reluctance to see if any important changes have taken place.

Conflict or hesitation associated with making contact with prospective clients is responsible for more failures in sales than any other single factor. Why? It’s simple. If you don’t have enough people to present to, it makes little difference what you have to present or how well you have been trained to present it. Without a steady flow of prospects, raw talent, the "right" personality, ability, expensive brochures, product knowledge, drive, the newest laptops, polished presentation skills, or more ephemeral considerations like "goal congruence" makes little difference. They’re held hostage to inactivity!

Client-building organizations cannot afford to presume that their sales people will be able to prospect on a consistent basis without specialized diagnostic and remedial help. Prospecting is the capstone competency for sales success. Trelitha provides the facts you need to understand why call reluctance is such a pervasive problem.

*** ONE EVENING ONLY ! ***

Don't miss IMC's next fun and fact-filled forum! There's plenty of time for networking with colleagues, then Trelitha will give you new insights into call reluctance...and perhaps help you overcome some of your own little demons.

register on-line today - Click Here

Trelitha Bryant

Trelitha R. Bryant is VP, Field Testing and Research, at the corporate office of Behavioral Sciences Research Press in Dallas, Texas (BSRP). For eight years, she served as a research analyst at BSRP, completing hundreds of research projects and constructing statistical models studying the influence of sales call reluctance on the effectiveness of clientele-building. At present, Bryant directs the world’s largest database on sales call reluctance.

Before joining BSRP. Bryant served as a survey researcher for the Under Secretary of the Navy, Total Quality Leadership (TQL) Office. While there, she co-authored a Navy handbook on Total Quality Leadership.

Mrs. Bryant has a Bachelor of Science degree in Mathematics from Creighton University, in Nebraska and has completed post-graduate coursework at Southern Methodist University. She is currently collaborating with Dr. Ira Bernstein, co-author of Psychometric Theory, and George W. Dudley, co-author of The Psychology of Sales Call Reluctance on a large scale international study of how salespeople answer psychological test questions.
 

Cooper Aerobics Center, Guest Lodge
Preston Road at Churchill Way (one half mile South of 635)
  

IMC DALLAS/FORT WORTH    www.imcdfw.org                                    IMC USA    www.imcusa.org