Sales Call Reluctance Training - Overcome Sales Call Reluctance

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Overcome Sales Call Reluctance®!

• Are you concerned about where your next client is going to come from?

•Do you spend more time making excuses than making contacts?

• Do you put all your energy into direct mail pieces or other forms of indirect contact, i.e. email?

• Are you secretly ashamed that you are in sales?

• Do you feel you might lose your job because you just can’t meet the company’s sales requirements?

• Are you always "putting out fires" instead of prospecting for new business?

• Are you willing to step up to the plate and commit to play a bigger game?

• Are you willing to stop making excuses and take responsibility for your performance?

If you answered yes to any of these questions, you are the perfect candidate for overcoming Sales Call Reluctance!

The Fear-Free Prospecting and
Self Promotion Workshop*
When you conquer your fear of selling, you gain the ability to create your good life. That’s the goal of the Fear-Free Prospecting and Self Promotion Workshop. It is specifically designed to identify and eliminate emotional barriers keeping you from consistent business prospecting. It also teaches you to take responsibility for your business by getting creative and focused on solutions so you can forge your own life experiences.

What’s involved in the program?
You can start making progress toward your goals in only three steps:

Step 1:Your preworkshop online assessment. These assessments are grounded in 30 years of research by Dallas-based Behavioral Sciences Research Press, Inc.

Step 2:An eight-hour workshop, conducted by Connie Kadansky of Exceptional Sales. Connie’s 8 a.m. to 5 p.m. workshop helps you identify and overcome selling fears. You’ll leave the workshop with specific knowledge of your behaviors and attitudes concerning building your business, plus a personalized action plan to overcome any emotional barriers.

Step 3: A four-week, one-on-one, follow-up program.
This customized coaching program helps you apply proven techniques for overcoming Call Reluctance. Your trained performance coach will intuitively and personally guide you to keep you highly focused. This involves:
• Learning how to handle your feelings so you can remain productive
• Ways to communicate with yourself in a goal-supporting manner
• Charting your progress so, at the end of the program, you’ll experience measurable, observable enhancements in your contact behavior.

This critical, month-long, follow-up phase is the key reason why the program has helped hundreds of clients better their businesses.

The results you should expect…
• Money
• Appointments
• Applications
• New clients
• New accounts
• Increased productivity
• Increased confidence
• More career satisfaction
• Tremendous relief
• Happier life

Want more? See Connie’s client results.

Connie is offering the Fear-Free Prospecting and Self Promotion Workshop Thursday, April 3, 2008, in Phoenix, Arizona, for the general public.

She spends the majority of her time:
• Administering and interpreting pre-hire assessments in the U.S. and Canada
• Facilitating Corporate training events
• Individual coaching
• Speaking Engagements in diverse venues
• Speaking at Regional and National Sales Conferences
• Other customized events

Take the Next Step!
This powerful program will increase your sales and energize your career!
Call Connie to help you develop the core competency of prospecting. Arrange for her to speak to your sales team: 888-997-1101

* Based on the best-selling book The Psychology of Sales Call Reluctance by internationally noted behavioral scientists George W. Dudley and Shannon L. Goodson (www.bsrpinc.com). Fear Free Prospecting and Self Promotion Workshop is a registered trademark of Behavioral Sciences Research Press.

Read Connie’s articles about Sales Call Reluctante

ELIMINATE YOUR CALL RELUCTANCE--ELEVATE YOUR SALES!

Overcoming Sales Call Reluctance Must Be Done to Build Business

This article has been in the Arizona Women's News. MarketScan, a monthly publication from the Phoenix Chapter of the American Marketing Association and The Networker publication for Greater Phoenix Chamber of Commerce.

There is a widespread epidemic among salespeople! It's known as call reluctance, and it could be paying YOU a call right now. Gazing out the window, surfing the web, writing your "to do" list, or just sitting there staring at your phone, are some of the symptoms of this dreaded disease that could be putting the kill on your year-end profits. What's the cure? Prospecting!

Nothing is more primary or postponing to sales success than prospecting or the lack of it. For the most part, salespeople dread prospecting! What if I told you that call reluctance doesn't have to be terminal? You can learn to initiate contact with potential buyers with absolutely no hesitation.

Contrary to what you may have been told in the past, call reluctance is not the fear of rejection or the fear of failure. Instead, it is due to an emotional interference, which renders our knowledge, skills, abilities and talents useless. Join me in a journey to prospecting paradise, where prospecting can be a fun, enriching and profitable experience. Research shows that in our culture, the highest rewards do not go to the hardest working, the most intelligent or the best prepared.

It's a proven fact that the largest rewards go to the people who are most willing to self-promote, yet self-promotion rarely comes naturally. Anthony Parinello points out in his book Selling to Vito that 75-90% of your business should come from new prospects; however, even top producers, slowly but surely stop prospecting for new business. The most financially successful salespeople are those who sell the most!

Now, that I've stated the obvious, let's address the not so obvious question -- Why do they sell more? They realize one of the most fundamental truths in sales-- THE MORE PEOPLE YOU SEE, THE MORE YOU SELL!

It's all about VISIBILITY! Self-promoters position themselves to be noticed, fully utilize existing contacts and networks and are consistent in the prospecting for new business. Not only do they keep their communications open and ongoing, but they also make sure each meeting is memorable. How? They've got STYLE! Their clothing, hair, accessories, approach and follow-up differentiates them from their competitors. The final characteristic of a natural self-promoter is the most important -- it's REPETITION!

Never leave self-promotion to chance. Lost opportunities usually go to your competitors. You can bet, your competition is repeating--repeating the practice of showing up behind all your lost sales in order to harvest the rewards that could have been yours.

There are four steps to stopping this self-limiting behavior of call reluctance and becoming an "A" student of sales.

Awareness--recognize the fact that you are avoiding prospecting and self- promotion.
Assess--identify and evaluate the current attitudes and behaviors regarding prospecting.
Admit--confront the results of your call reluctance and lack of self-promotion.
Apply--practice proven techniques to overcoming particular types of call reluctance.

One strategy to overcoming call reluctance is both powerful and simple. Take an inventory of what you have to offer.

What do you do better than almost anybody else? What is your unique contribution? List the qualities that make you THE ONE AND ONLY person to buy from. Keeping your personal strengths inventory in front of you will give you a new perspective on YOU! To avoid feeling like an unwanted interruption, get SOLD on YOU!

What does your inner voice say? Write it down on paper. Listen and recognize the damage this naysayer can wield--it is sabotaging your career! When you have completed this writing exercise, read it out loud. It should sound something like Point/Counterpoint on television's Sixty Minutes program. Working through call reluctance requires salespeople to recognize the goal-obstructing statements and counter those statements with goal-supporting statements. Choosing to overcome call reluctance, to successfully self-promote, puts salespeople on the fast track to comfortable and profitable prospecting!

Contents adapted from Earning What You're Worth? by George W. Dudley and Shannon L. Goodson, ©1992, 1995, Behavioral Sciences Research Press, Inc., Dallas, Texas. ALL RIGHTS RESERVED. Used with permission.

Connie Kadansky, consultant and trainer specializing in Overcoming Sales Call Reluctance, offers corporations and privately owned businesses nationwide effective tools and training to assist salespeople in highly profitable prospecting. (602)-997-1101.

Overcoming Sales Call Reluctance Must Be Done to Build Business
by Connie Kadansky

Nothing is more foundational to sales success than prospecting. Yet most people hate to prospect! It does not have to be that way. The majority of entrepreneurs and salespeople suffer from call reluctance®, the hesitation to initiate contact with potential buyers in sufficient numbers. Call reluctance is not fear of rejection or fear of failure. It is due to an emotional interference which renders our knowledge, skill, ability and talent useless. It is not just cold calling and telephone prospecting. It is much more.

Research shows that in our culture, the highest rewards do not go to the hardest working, the most intelligent or the best prepared. The highest rewards go to the people who are most willing to self-promote. For a very few, self-promotion comes naturally. When the fear to self-promote limits prospecting behavior in entrepreneurs/salespeople, it becomes Sales Call Reluctance®.

The most financially successful salespeople/entrepreneurs are those who sell the most. That's pretty obvious, right? But why do they sell more? Because they make enough contacts day in and day out so that they always have people to see, to talk to and to sell to.

Tips for Overcoming Sales Call Reluctance:

Be honest with yourself. Many people are more willing to admit they are alcoholic, than that they are sales call reluctant. Are you getting in front of qualified prospects consistently and comfortably? If not, why not? Many people want to hide and deny their call reluctance. Admitting they are call reluctant is the first step to overcoming the debilitating disease of prospecting.
Observe your behavior on the sales call. Call reluctance shows up there, too. What happens when it is time to ask for the business? Do you shy away? Do you hope that if you are nice enough, they will ask to buy?
(If you are making all the money you want and meeting your objectives, do not do this exercise!) Write down your self-defeating behaviors. Do you commit to making 50 calls a day and stop at 20? Do you get caught up in busy work so you can avoid prospecting? Do you lose business cards? Do you write a prospect's name on a sticky note and then misplace it? Do you have selective forgetting when it comes to asking for referrals? Do you target avoid certain people? CEO's? Lawyers? Doctors?
Be able to clearly, concisely and confidently articulate your potential value to your prospect. If you can do this, you are not wasting your prospect's time.
Take an inventory of what you have to offer. Once you are convinced of your value, the process of prospecting becomes much easier because you are “sold” on you.
Use a sales preference assessment. A validated instrument can quantify specific challenges and suggest appropriate steps to address sales call reluctance issues.
A powerful technique to overcome call reluctance is to capture what the self-critical inner voice is saying to you ON PAPER in YOUR HANDWRITING. Recognize this voice? It is an internal saboteur that must be defused. This hyperactive voice says things like, “I don't want to intrude” or “I haven't done enough research about their company.” “They are probably still at lunch.” Once captured on paper, write realistic responses to the critic's claims. Engage the internal voice in written dialogue. For instance, “I may not be totally knowledgeable about their company, but I have the basics down.” Recognize the goal obstructing statements and counter those with goal supporting statements. Once an individual is willing to do these exercises, they are on the fast track to becoming incredibly comfortable prospecting.

Remember:
Opportunities are never lost. The ones you miss go to someone else.

Connie Kadansky, principal of Exceptional Sales Performance, offers corporations and privately owned businesses effective tools and training to assist in highly profitable prospecting. Connie@exceptionalsales.com or 602-997-1101.

Sales Call Reluctance® is a registered trademark of Behavioral Sciences Research Press, Inc.