menuMENU

Blog

What do warm hands have to do with prospecting success?

 

Did you know when your hands are warm, it literally tricks your brain into being calm?

Call reluctance, the emotional hesitation to prospect, causes blood to be rerouted from your extremities to your vital organs. This is the body’s reaction to protect the vital organs from perceived harm. That is why your hands tend to turn clammy and cold when you are distressed. They have less blood to warm them. Clammy hands may be enough to trigger your call reluctance button.

Experiments conducted in the Fear-Free Prospecting and Self-Promotion workshop illustrate the point. Initial fingertip temperatures were obtained from all participants. Then the group was told that two of them would be selected at random to make cold calls in front of the group. A second series of fingertip temperatures were taken, revealing an average drop of six to ten degrees. Call reluctance is merciless. It even saps the blood from your fingers.

Prepare a hot water bottle before you starting telephone prospecting. It is powerful and can be used to block many episodes of call reluctance before they get started. You be the judge. Give it a try. Experience how much warmer your tone and your experience.

Take a short online quiz to find out how much Sales Call Reluctance is Costing You.  http://www.exceptionalsales.com/services/workshop-training/your-prospecting-ekg-complimentary/

 

 

 

 

 

 

What is Profitable Prospecting Mindset?

 

Sales Call Reluctance is the emotional hesitation to prospect and self-promote.  It is a fear that salespeople experience when it is time to proactively initiate contact with potential buyers.  Fear is a mental response to a perceived threat.

An average salesperson needs to have at least 10-12 appointments a week in order to achieve their goals.  Prospecting is paramount to their success.  It is not an intellectual exercise to prospect.  It is an emotional exercise.  The majority of salespeople suffer from Sales Call Reluctance from time-to-time or every day.

The solution to Sales Call Reluctance is Thought Realignment.  Meaning that a salesperson must embody (with every fiber of their body) a mindset that drives their prospecting behavior that drives their results.

Profitable Prospecting Mindset is a reconciliation within a salesperson that prospecting is a fundamental core competency for successful selling.  They have no resistance toward the activity.  They prioritize prospecting.  They understand the value of their product/service. They understand the impact their product/service has on their prospect’s business or family.  They have a personal vision that is greater than any discomfort. Their vision magnetizes them through the ups and downs of prospecting.  They are emotionally resilient.  They are 100% present and want to succeed, however, they emotionally detach from the outcome.  They do not agonize over what they cannot control.  Salespeople cannot control their prospect’s reactions or responses.  They can only control how many people they initiate contact with on a daily basis.

Four steps to Overcoming Sales Call Reluctance:

  1. Aware that you are not getting in front of enough prospects
  2. Assess your call reluctance (invest in the assessment so you can come to terms with your lack of profitable prospecting.) Call Connie at 602-997-1101.
  3. Admit that call reluctance is costing you big bucks.
  4. Apply proven techniques to realign your thinking so that you can prospect with emotional resiliency.

 

 

What is missing in your prospecting equation?

Without a strong emotional connection to the why behind what we are doing, very rarely will we persist through Sales Call Reluctance.  Creating a vision that magnetizes salespeople beyond their fear is key to profitable prospecting.  We must have something that is stronger to which we can anchor our attention.

Without an effective plan that clarifies and focuses on high-valued activities, roller coaster activity is scarey for the bank account and disheartening to our spouses and families.

Without process control that consists of a set of tools and events that aligns our daily actions with the critical actions in our plan, there is no assurance of consistent money-making activities.

We cannot manage what we do not measure.  Whatever we measure improves.  All star performers measure everything because it is the anchor to reality.  Are you courageous enough to measure your high-valued activities?

Everything happens in the context of time.  Do you have the self-control and self-discipline to make wise decisions on how you spend your time?  Time-management is self-management.

If you want to truly get a strategy and structure in place for Profitable Prospecting in 2017, check out http://www.exceptionalsales.com/12-week-year/ that will ensure and guarantee your success!

What does it mean to be accountable?

ownership

 

 

 

 

Many people think that being held accountable is all about consequences. Accountability is not about consequences.  It is about ownership.  Accountability is a character trait, a life stance, a willingness to own your actions and results regardless of the circumstances.

Accountability is “choosing to” not “having to.”

“I have to prospect today.”  or “I choose to prospect today.”  Having to do something is like having a bowling ball tied to your ankle.  Could cause pain. Choosing to prospect is a completely different mindset.

When we embrace choice, we move from mediocrity to greatness.

What are you willing to commit to, be accountable for and take ownership of?

How to Overcome Sales Call Reluctance

Young businessman discussing over documents on telephone at desk in office

Sales Call Reluctance is the emotional hesitation to prospect and promote. It is an invisible self-protective barrier that keeps salespeople from earning what they are worth.

There are 16 types of Sales Call Reluctance. Telephobia (fear of telephone prospecting) is one of the easiest to overcome! Two Americans won a Nobel prize about their research of the brain and the sense of smell in 2004. Many of my clients, including, but not limited to, five (5) former military fighter pilots used the sensory injection prescription to overcome their telephobia. Email me if you want more details on sensory injection. It’s too technical to explain in this short post.

There are four steps in Overcoming Sales Call Reluctance:

  1. Aware that you are not setting enough appointments to reach your goal. Aware that you are not making the kind of money you want to make.
  2. Assess your call reluctance. You can invest dollars in a comprehensive assessment or take a free assessment with only your first name here: Prospecting EKG
  3. Admit your call reluctance. This can be the most difficult step. One must surrender to the fact that you are experiencing call reluctance. Call reluctance rarely gets better without admission and intervention. Once you admit, you are on the road to solution.
  4. Apply proven techniques to overcome call reluctance which requires conscious shift in perspective.

What would it be like to pick up the phone and make prospecting calls without fear? Consistent, confident prospecting simply becomes part of your business day!

Please register now for a complimentary webinar that provides further solutions to this energy-draining challenge. Click here to register. If you are not available on the day and time, register and you will receive the recording. How to Overcome Sales Call Reluctance

Connie Kadansky can be reached at connie@exceptionalsales.com or 602-997-1101

What can salespeople learn from Baseball legend Curt Schilling?

curt-shilling

 

 

 

 

Way back in 2001 when the Arizona Diamondbacks won the World Series, Pitcher Curt Schilling shared one very important mindset that he attributed to his success.

Prior to his big wins, he admitted to pitching, one inning at a time. He had talent, but was not that successful.  After retaining a performance psychologist, he started focusing on “one pitch at a time.”  That’s it!

For salespeople instead of making 25 prospecting calls a day, what about making one call — 25 times a day?

According to NY Times bestseller, 12 Week Year:  “Greatness is not achieved when a great result is reached, but long before that, when an individual makes the choice to do what is necessary to become great.  Results are not the attainment of greatness, but simply confirmation of it.”

 

 

Sales Call Reluctance is a Costly Habit

desparate recruiter

 

 

 

 

When you reach out to prospects and they are not responsive, what do you make it mean? Do you make it mean that they don’t like you? That they don’t like salespeople? That they love their current supplier or provider? That they are a jerk? That prospecting doesn’t work?

As humans we are meaning making machines. We make up stories to help us psychologically cope with our experiences. The good news is you can stop the stories and create a profitable prospecting perspective that yields successful results.

What if you reconciled to the fact that you are a professional lead generator who happens to sell (insurance, financial services, software, etc.)? When salespeople adopt this perspective with every fiber of their body, their prospecting becomes an adventure and they become masters at the emotional aspect of prospecting.

The first step in overcoming Sales Call Reluctance is to be aware of it. How do you know whether you have call reluctance? Check your bank account and your appointment calendar.

The second step is to assess your call reluctance. There is assessment that you can financially invest and find out exactly which of the 12 types of Call Reluctance you experience which includes a plan for your way forward. If you are mildly curious you can take a free assessment at Prospecting EKG

Third step in overcoming Sales Call Reluctance is to admit that you are emotionally hesitating to prospect and promote your product or services. Sometimes intellectual pride blinds people from admitting the reality that will set them free.

The fourth step is to apply proven techniques to overcome Sales Call Reluctance. The foundational prescription is Thought Realignment, using observation and shifting your mindset and emotional connection to prospecting — realigning, reorienting your internal communication around the prospecting experience.

Feel free to register today for a webinar titled on September 28, Fearless Prospecting is Learned Behavior Fearless Prospecting is Learned Behavior

Connie Kadansky, Sales Call Reluctance coach also sells the only assessment in the world that measures for Sales Call Reluctance. connie@exceptionalsales.com or 602-997-1101.

How to Psyche Yourself Up to Make Prospecting Calls

desparate recruiter

 

 

 

 

New prospects are the life-blood of business!  The magic number of 25 prospecting calls a day usually results in high-value lead generation.  For some salespeople, it can be tough to get in the “zone” to prospect.  Here are a few tips:

Start with an outward mindset. You must give a darn about your prospect and perceive them as a human being versus a vehicle that is going to get you where you want to go.  What are your prospect’s key objectives, challenges, burdens, and trials?  How does your product/ service solve their problem?  Prospects can “feel” your motive through your tone.  You cannot hide selfishness anymore.

Read your personal vision before you make your calls. If you do not have a vision for your life and business, your personal connection to influencing prospects is dramatically diminished.

What the mind accepts is that which the individual agrees with through his/her attention, by letting the two become one.  When the mind accepts and agrees with a vision, the individual’s thoughts and actions physically create the vision.  Whatever you let your attention rest upon, you are agreeing with and accepting it.  Though the attention to you have given your vision, your mind becomes fused with it.  You will then be emotionally resilient and unstoppable. 

The upcoming webinar will include seven ways to set yourself up for profitable prospecting. http://bit.ly/2bcdnvq