What Really Scares You? -- DeWese
I grabbed a pencil and paper, Pablo went for a bottle of his homemade muscatel and we recorded all the print sales phobias we have seen in America's print salespeople. It warmed our hearts because we knew we were doing something good for the printing industry.
Laboraphobia—this is the fear of work. Its symptoms include indolence, as in sitting at one's desk pretending to work while furtively reading a paperback novel or working a crossword puzzle. It also manifests itself in sleeping late, hiding out in movie theaters and going home early. Victims of laboraphobia are skilled at making excuses like, "Our prices are too high." And, "My car is in the shop and I've got a bad case of the gout."
The roots of this fear are found in some salespeople who have a powerful affection for leisure activities coupled with the belief that anything remotely associated with work might be painful. Others who suffer from laboraphobia believe that they are among the exalted and, because of their superiority, should not have to work for a living—work is beneath them.
Sales managers and company owners have trouble dealing with salespeople who suffer from laboraphobia. Generally, these folks look good, are witty and "show a lot of promise." Pablo and I tried to find a cure and could find none documented anywhere in the psychological journals. We even checked the Internet. Our recommendation is that sales managers should warn them three times then cut bait (fire the person) and then anonymously recommend the laboraphobic salesperson to your competitors.
Prospectoraphobia is the fear of all activities associated with developing new business. These salespeople are fine servicing existing accounts. They know the work. They know all the players at their accounts. They know the way back and forth from the plant to their customers' offices.