Yesterday, James Casey, a veteran in the copier sales business, relayed a story “Last week when I was cold calling, I walked into a business.  I told the receptionist that I wanted to get on the bid list for the copiers, printers and paperless solutions.  She whispered ‘didn’t you see the sign?  We have a no solicitation policy.’ I replied professionally in a whisper  ‘I’m not soliciting, I am requesting to be on your bid list.’”

He left with the President’s name and contact information and he’s developing a strategy that he’s excited about.

Step one for profitable prospecting is having conversations.  James was willing to proactively walk into an office and have a conversation.  Who knows what will ultimately happen. . . James will figure it out.

The first commandment of profitable prospecting is:  Do Not Kid Thyself.  Your sales success is directly linked to your prospecting activity and how many conversations you have every day.

If you struggle with Sales Call Reluctance and have an internal battle going on — it’s okay.  It’s nothing to be embarrassed about.  Hiding, denying and suppressing your Sales Call Reluctance is stealing your vital energy that you could be using to have your next conversation.

The first step in overcoming Sales Call Reluctance is to be aware of it, the second step is to assess it.  Please take a complimentary assessment at http://exceptionalsales.com/prospectingekg.html.

The third step and the hardest for most salespeople is to admit your Call Reluctance to yourself.  Once you admit that you are struggling and suffering, you are 51%  closer to overcoming your career-debilitating habit.  The fourth step is to apply proven techniques which are clearly explained in the best selling book The Psychology of Sales Call Reluctance by George Dudley and Shannon Goodson.  Some salespeople are able to self-correct by reading this book.

How many conversations are you willing to have today?

Connie Kadansky, MA, PCC, Sales Call Reluctance coach can help you help yourself overcome the debilitating habit of Sales Call Reluctance.  connie@exceptionalsales, www.exceptionalsales.com, 602-997-1101

How do you know if you are experiencing Sales Call Reluctance?

Pull out your wallet or pocket book. . . how much cash is in there?  Take a look at your calendar. . . how many appointments do you have booked?

That’s how you know if you are experiencing Sales Call Reluctance.  It shows up in your wallet and your appointments.

Chris, a veteran sales producer, has committed to getting back into the rhythm of prospecting because he knows that is what fills his pipeline.  He got complacent and slowly “forgot” how important prospecting is.  To get started, he’s simply counting conversations — since he’s in the financial business, he has ten quarters in a pile by his phone.  His goal is to move all ten quarters to the other side of his phone by the end of the day — that means he had ten conversations!  Yeah!  That is the way to get started to develop new prospecting habits.  He’s experienced enough to know what to say on the conversations.   If he keeps his commitment to himself, he’s on the road to prospecting success!

Also, I have created a business development card that keeps score of particular activities that lead to appointments.  If you want this, please email me at connie@exceptionalsales.com and request it — we’ll send it to you. (Make sure you confirm our receipt!)

Commit to tell yourself the truth.  Numbers do not lie.  There are certain numbers that are critical and you know it: How much in your investment portfolio? How much money in your savings account? How much do you weigh? What are your cholesterol numbers? and most importantly How many contacts do you need to make with prospects on a daily basis?  You can hide and deny, but the numbers are the numbers.

Connie Kadansky, Sales Call Reluctance Coach helps salespeople develop unshakeable confidence and enhance their sales performance. 602-997-1101, www.exceptionalsales.com, connie@exceptionalsales.com