I ask this questions to my students had a variety of answers.  The first one that stops them cold is fear of rejection or failure.  Then, cold calling either face to face or over the phone.  Then to qualify or not.  What do they say to make a easy close? I point out the by matching their voice tone and speed to their prospects on the phone helps to set more appointments.  When they are in face to face encounters, body matching is critical.  Both habits when practiced relax the fears mentioned above and makes that person more like a friend. Look at some of my other blog entry’s for additional tips.