Sales Call Reluctance.  Many people have an extremely difficult time networking, either on the phone or face-to-face, or both.  Some people can network among those they know, such as family and friends, but not with people they do not know well.  Others are able to network among business contacts, but shy away from family and friends.  In sales, this is known as sales call reluctance.  To learn more about this roadblock to a successful job search, read Dudley and Goodson’s The Psychology of Sales Call Reluctance.  The following questions will help you to link the twelve sales call reluctance types described by the authors, with typical job search networking and call reluctance behavior. 

•  Doomsayer.  Do “what if” catastrophe and worst-case scenarios keep you from picking up the phone?  For instance, worrying about going to an event in which everyone is more casually dressed than you are or vice versa.  Do you avoid taking social risks, such as going to an event where you don’t know anyone or you might not “fit in”?
•  Over-Preparer.  At Norwood Career Advisors, we emphasize the fact that without careful planning, research, and preparation, your search is more than likely to go nowhere fast.  At the other extreme, however, is “Failure to Launch.”  It’s possible to spend so much time organizing your office supplies (or writing the perfect resume) that what you’re really doing is simply stalling to avoid making calls.

•  Hyper-Pro.  We believe that personal image is extremely important in a job search, but are you spending exorbitant amounts of time buying great interview clothes, the perfect briefcase, a status pen?  Are you obsessed with your image?  Many people focus on what they already do well, rather than trying to shore up their weaknesses.  This is a big mistake.  Your clothes will only get you through the first 15 seconds of an interview.  After that, you need substance.
•  Role Rejection.  Are you uncomfortable selling yourself, because you associate selling with negative stereotypes?  Does it make you feel like a used car or snake oil salesman?
•  Yielder.  Are you afraid of being considered pushy or aggressive by those in your network or by potential employers?  Are you afraid of “bothering” people?
•  Social Self-consciousness.  Are you intimidated by people with wealth, prestige, education or power above your own?  In your job search networking, it is essential that you approach someone with the ability to hire you.  Even better, approach people who have the ability to create a job for you.
•  Separationist.  Are you loathe to mix business with friendship?  Are you afraid your friends will think you are using them, if you ask for their help?
•  Emotionally Unemancipated.  Are you hesitant to network with family?  Is loss of family respect an issue that inhibits your asking for help?
•  Referral Aversion.  Do you feel uncomfortable asking people for referrals? Do you hesitate asking for referrals because you dislike it when other people ask you for referrals?  Or, do you enjoy helping others to network, but dislike being on the receiving end of a gift or favor?  Does it make you feel beholden?
• Telephobia.  Do you hate talking on the phone?  Do you and your significant other fight over who’s going to answer the phone at home? 
• Oppositional Reflex.  Do you dislike being managed, coached, trained or advised?  Those who find jobs fastest ask others for help, guidance, and advice frequently.
•  Stage Fright.  Are you unable to take advantage of opportunities to present to large groups?  An opportunity to make a favorable impression in front of a large group is priceless for your career, whether you are actively looking for a job or not.