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🦀 ClawHub

Call Reluctance Diagnostic

by @quochungto

Diagnose and coach through call reluctance, prospecting avoidance, and sales slumps. Use this skill when you can't make yourself prospect, are procrastinatin...

Versionv1.0.0

#legal

⚡ When to Use

Trigger	Action
- You had a full day scheduled for prospecting and ended it having made fewer than 10 calls
- You keep telling yourself you'll prospect "after this one thing"
- You spent your prospecting block researching, organizing, or cleaning up the CRM instead of dialing
- You keep asking "but what if they say…" before making your first call of the day
- Your manager has flagged low activity and you cannot explain why
What this skill produces: A written diagnosis report that names your dominant failure mode (one of three), rates your mindset baseline across seven dimensions, flags any victim-language patterns in your self-description, and prescribes a specific 1-week intervention. The plan is the deliverable — you execute it.
This is not for: Reps who find sales genuinely intolerable and are considering a career change. Blount is direct: if you physically cannot will yourself to dial and dread every moment of prospecting, that is a job-fit problem, not a call-reluctance problem. This skill cannot fix the wrong career.
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💡 Examples

Example 1: The Procrastinator ("I'll have a big Friday")

Scenario: An SDR reports that she made 12 calls this week total. She had four "prospecting days" planned. On each of those days, she spent the first 90 minutes on admin, email, and CRM cleanup, telling herself she would "get to calls in the afternoon." By afternoon, other things came up.

Dominant P identified: Procrastination — deferral pattern with boom-bust intent ("I'll make up for it Friday").

1-Week Plan:

Daily non-negotiable: 30-minute calling block starting at 8:30am, before email is opened

Target: 15 calls per day minimum, regardless of outcomes

Remove admin from mornings entirely — move it to end of day

Self-talk reframe: "I cannot prospect Monday's calls on Friday. Prospecting is like eating — it has to happen every day."

Day 7 audit: compare 5-day call log vs. prior week baseline

Example 2: The Perfectionist ("I just need to research one more thing")

Scenario: A BDR has been allocating two hours each morning to a "prospecting block." His average daily calls: 6. He describes his process: "I check LinkedIn for each prospect, look at the company website, review their recent news, check our CRM history, then think about what angle to use." He adds: "I don't want to go in blind."

Dominant P identified: Perfectionism — research-as-avoidance, classic Jeremy pattern.

1-Week Plan:

Research budget: 3 minutes per prospect maximum. Set a timer.

All research happens before 8am or after 5pm — never inside a calling block

During calling hours: run the CRM list and dial in sequence. No pre-call research.

Target: 30+ calls per 2-hour block (Valarie's benchmark: 53 calls + 39 emails in one hour)

Self-talk reframe: "Imperfect information on a live call beats perfect information never delivered."

Week review: track calls made vs. calls researched — if research time exceeds call time, the block was a research block, not a prospecting block

Example 3: The Paralyzed Rep ("What if they hang up on me?")

Scenario: An AE doing self-directed outbound describes spending 45 minutes at his desk before making his first call on a Monday morning. He has written notes about "what to say if they ask about pricing," "what if their current vendor is cheaper," and "what if they already saw our email." He made 4 calls before deciding "it wasn't a good time to call."

Dominant P identified: Paralysis from Analysis — "what-if binge" pattern, decision-freeze from rejection anticipation.

1-Week Plan:

One-call block: Schedule a 5-minute slot every morning at 9am with a single goal: complete one call. Just one. The outcome does not matter — the completion does.

After the first call, immediately make a second. Then a third. Do not pause to debrief between calls.

Ban pre-call scenario planning: notes, scripts, and objection prep happen the evening before, not in the calling block. Once the block starts, the only action is dialing.

Self-talk reframe: "The call I have not made cannot go well. The call I make — even if it goes badly — gives me real data. I will learn more from one bad call than from one hour of imagining it."

Graduated exposure target: Week 1 goal = 10 completed calls per day. Not answered calls. Not productive calls. Completed dials.

View on ClawHub

TERMINAL

clawhub install bookforge-call-reluctance-diagnostic