Introduction The phone is one of the most effective tools for sales. However, many salespeople do not make calls because they are afraid of calling a prospect when they know his number and are ready to do so. Instead, they prefer to check an email, revisit the account in the CRM, or tell themselves that they will make a call in five minutes. Such fear and hesitation is called call reluctance. Call reluctance may have different reasons. A person may be afraid of rejection, loo