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To Prospect or Not to Prospect? That is the question!

Salespeople are in a quandary. During this crisis, should they be proactively prospecting?

Answer: It depends!

Is your product or service considered to be a First Responder?

When the house is on fire, the first responder runs to help. Some products/services are entirely appropriate to proactively promote, for example, medical supplies and testing, technical solutions, marketing messaging services, crisis management, human resources, financial services, insurance, public relations, complex problem-solving answers, attorneys, investor relations, recruiters, the list goes on.

If a house is on fire, certain products/services can wait. You don’t try to sell the fire-fighter a promo product. The promo product salesperson is proactively adding value to the PR and crisis management firm.

What do your prospects need right now? If they need money to stay afloat and are scrambling to get credit lines and loans and you don’t provide anything close, give space. Work on developing your plan for the future re-build and re-bound.

What tools are you developing to be of more exceptional service and value to your clients/customers?

Consider this your call to action…

Eliminate Call Reluctance Now!

Call (602) 380-5431 today.

“Connie spoke to the National Speakers Association of Arizona. Her topic – You are the Differentiator: How to Promote Yourself Most Effectively – was exceptional. Connie gave us great information about identifying sales call reluctance and how to put yourself front and center with prospects. Members had nothing but good things to say about Connie. I recommend her as a speaker, coach and trainer.”

Are you too nice to close the deal?








Are you not prospecting consistently because you have difficulty asserting yourself?

Are you afraid to incite conflict by asking discovery questions?

Are you afraid you will appear pushy or intrusive?

Are you sociable but not necessarily outgoing?

Are you building a number of relationships but not meeting your production goals?

Are you paying for lunches, dinners and golf games but not breaking even?

If your answered “yes” to three or more of the above questions, you may be suffering from yielder call reluctance.

The first step is to be acutely aware of your emotional desire to want approval from your prospect — to be a friend versus a respected guide.

What if you positioned yourself as a guide to your prospect?  A guide has empathy for their prospect and shows authority — positioning yourself as credible and demonstrating your credibility so the prospect sees you as someone who can help them solve their problems and achieve their goals.

What if you decided that your assertive discovery questions were invaluable to your prospect?  You are doing them a favor to ask questions so they can hear themselves answer.

To ask for the business requires a salesperson who knows you are instrumental in helping your prospect avoid pitfalls and achieve their goals.

To register for the upcoming webinar which will help you confidently assert yourself in your selling process, please click here now: https://zoom.us/webinar/register/WN_66acU-9pRvu3wOYVNWs47w


When NOT prospecting becomes more painful than prospecting


There comes a time, when all salespeople emotionally reconcile to the fact that their fate is in the hands of their prospecting activity.

Unfortunately, sometimes it seems like it is too late.  The habit of procrastination and the negativity has built up so much that it is hard to shift your self-image when it comes to successful prospecting.

However, it is never too late to take responsiblity and do the internal work it takes to develop prospecting skills!

The four steps to overcoming Sales Call Reluctance are:

Aware:  Become aware that you are not prospecting.  Your appointment calendar reflects lack of appointments and your bank account balance is not something you are proud of.

Assess:  Take a complimentary https://www.exceptionalsales.com/services/workshop-training/your-prospecting-ekg-complimentary/  or invest dollars and time into taking the SPQ assessment that measure for Sales Call Reluctance. Find out which of the 16 types of Call Reluctance are interfering with your prospecting success.  (Talk to Connie Kadansky at 602-997-1101)

Admit:  Surrender to the fact that your Call Reluctance is costing you big bucks and you are going to stop hiding, denying and suppressing it.  It is okay to experience Call Reluctance!  It is learned behavior and you can unlearn it.

Apply: Proven techniques to Overcome your fear of prospecting.  There is not just one generic solution.  There are several solutions that are prescribed, depending on the type of call reluctance you are experiencing.

Please feel free to register for the upcoming webinar on How to Overcome Sales Call Reluctance! https://attendee.gotowebinar.com/register/5208480422035165953

A seasoned top sales producer was experiencing such a terrible bout of call reluctance that he started looking for another job.  His last ditch effort was to admit his call reluctance and get specific coaching.  He emailed this message today “I feel like I accomplished more this week than I have for quite a while.  It is amazing what you can achieve.  I am excited to share my progress.”

What if prospecting can be easier than you think?


Sales Call Reluctance is an emotional hesitation to prospect and self promote.  People who experience Call Reluctance perceive prospecting as an emotional threat.

To overcome Sales Call Reluctance requires “Thought Realignment,” or changing your internal conversation around prospecting.  Ask yourself “What if” questions, for example, “What if you had an unlimited supply of ideal prospects?”  “What if you left a voicemail message and the prospect called you back?  “What if you called one prospect at a time, ten times a day?”  “What if you called ten people today and three people called you back next Monday?”

When your internal conversation is fearful, you are engaging your limbic center of your brain — or the fear center which causes you to fight, flee, freeze or appease.

When you ask yourself “what if” questions, you are engaging the pre-frontal cortex of your brain, which is the executive center of your brain.  This brain region has been implicated in planning complex cognitive behavior, personality expression, decision making, and moderating social behaviour. The basic activity of this brain region is considered to be orchestration of thoughts and actions in accordance with internal goals.

Register for webinar to learn more about the neuroscience of prospecting!


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.  https://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 https://www.exceptionalsales.com/12-week-year/ that will ensure and guarantee your success!

What does it mean to be accountable?






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?






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.”