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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!

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

Do you have an inability to profit from experience?

Most high achievers have a morning routine that sets them up for a focused, productive day. However, not too many have an end-of-the day routine that puts the bow on the present!

The value of the end-of-the day review is two fold.gift

1) Recommend you write down three things that worked. Allow yourself to acknowledge and appreciate your progress. Feel the feeling of achievement. Most people need a grand slam achievement to ever give themselves a pat on the back.

2) Choose one thing (event, interaction, something you said) that you would have liked to have been different. For example, when you were talking to a prospect and you didn’t ask that one critical question; you messed up and were late for an appointment; or you blurted out a bit of gossip that you knew was not appropriate.

It’s okay. Very few of us have mastered the game. We all make mistakes.

Now, sit still, breathe, close your eyes and re-enact (visualize) how you have liked the event or interaction to have gone. Visualize yourself asking the prospect that critical question at the appropriate time. Visualize yourself calmly driving to the appointment with a few minutes to spare. Re-enact and experience not gossiping in the particular situation.

What does this do? It actually re-wires your brain and neutralizes the negative. The best part is that next time when you are in that situation you will likely ask that critical question at the appropriate time or you’ll allow yourself plenty of time to get to the appointment and you will bite your tongue and not gossip because you know it is causes others to not trust you.

Continue to do this exercise daily and you will be profoundly aware of your ability to process your daily experiences so that you continue to advance in skill and you will profit from your daily experiences. The good news, is that your brain works fast. This exercise should take you around seven minutes max, that includes writing down the three things that worked.

Vital Missing Link In Goal Setting

missing-linkMost salespeople agree that goal setting is vital to their careers.

They set the goal.  Design their strategy, structure and they execute.

The missing link is that they do not sit down and define what skills they need to develop in order to achieve the goal.

Let’s take a salesperson who sells point of sale technology to small retail stores.

What skills do they need to develop in order to achieve their goal?

Skill to research and identify stores within their demographic area.

Skill to develop a laser focused value proposition that answers the seven (7) questions that the prospect wants answers to quickly.

Skill to engage the prospect in a qualifying conversation.

Skill to get the prospect engaged in sharing their desired situation, their obstacles and limitations.

Skill to anticipate the potential concerns, objections and questions of the prospect.

Skill to demo the technology via a web-based platform.

The list goes on.

Please stop right now and make a list of the skills you need to develop in order to achieve your goals.

Choose the top one.  Find the resource that will assist you.  It doesn’t need to be hard and complicated.  Resources are plentiful.

Connie  Kadansky, a professional certified coach, walks her talk.  She prospects daily and consistently and knows how to help her clients become masters at prospecting and selling.

Are you a sales hypocrite?

Facial maskA hypocrite is someone who pretends to have virtues that he/she does not actually possess.  A person whose actions belie stated beliefs.

The hypocrisy is completely overwhelming!

Think about this: CEOs and Sr. level executives have millions of salespeople on the street attempting to engage other CEOs and Sr. level executives, yet some of those very same CEOs and Sr. level executives refuse to take a single phone call from a salesperson.

How can you expect your sales team to be successful if you are a hypocrite and hide behind voicemail and do not take calls from salespeople?

You know that Role Rejection Call Reluctance is live and well if you get irritated at salespeople who attempt to engage you.  If you are annoyed by salespeople who prospect you, obviously your prospects will be irritated by you if you call . . . so you do not make prospecting calls.  Who wants to be annoying?

Yes, I know, some underdeveloped salespeople do a poor job at prospecting.  So what!  They are learning and guess what?  You have blown a few calls too; correct?

I challenge you to take a call from a salesperson today.  I do, every single day, and as a result, last week I learned about a service that could potentially solve one of my client’s biggest issue.  We are still in discovery, however, there is potential.  If I would have hid behind caller I.D., I would never have learned about this service.

Recently, I got a call from a salesperson who was thoroughly engaged and knew exactly what my business was and how their service could help me.  I agreed to a webinar with a salesperson.  A week later during the webinar, I found out that it was the CEO who was facilitating the webinar.  He said that he likes to do the sales presentations once in a while to get a feel for the market, their presentation and their prospects.  I was thoroughly impressed.  I did not “buy,” however, I have referred to his company on more than one occasion.   The CEO has 50+ employees, so I’m sure he’s busy too making high-level decisions.

Michael D Goodman, an experienced sales consultant says, that “salespeople are the front line soldiers in this war for a better economy and the CEOs and Sr. Executives are the Generals.  If the Generals won’t talk to salespeople who call them from time to time, then they are really telling their own salespeople how little they think of the sales role.”

Are you willing to step up and accept this easy challenge?  Start doing this and start noticing how your prospects become more open to your calls!

Connie Kadansky, Sales Call Reluctance coach, helps salespeople get their “ask” in gear.

 

Want more business? Do not kid thyself!

differentiator2

In this fast paced business world, your product is not unique; your service is not unique.  You are the unique differentiator in your marketplace.  Yes, your process may be unique. However, you are the unique person who influences your prospect to engage in your process; right?

In our culture, it is not the hardest working, the best prepared or the hardest working who get the business.  The salespeople who get the business are the ones who are most willing to self-promote.*

When you read the words self-promote?  What is the first thing that comes to mind?  Is it a negative reaction?  Do you feel disdain or jealousy towards people who self-promote?   Do you “get”  that it is important, but are still uncomfortable with the concept?

We can distort and contort the selling process to make it more palatable all day long.  We can call ourselves anything we want to call ourselves – but salespeople.  However, the quicker people accept the fact emotionally and mentally that they are selling something and it’s okay, the faster they will move into success.

When we solve people’s problems for a profit we are salespeople.  Cosmetic surgeons, dentists and lawyers are selling all day long.  This does not diminish their profession in anyway.  They are in a “for-profit” business that requires selling.  The people who are tone deaf around the fact that they are salespeople are suffering and will continue to suffer under the “fixed” mindset.

Role Rejection Call Reluctance is toxic in many industries – financial services and insurance in particular.  Role Rejection Call Reluctance is where people have discomfort and shame around being in sales.

Admittedly, there are many salespeople out in the market who have underdeveloped skills.  Why do we identify when them, opposed to identifying with the Pros?

Mindset is what differentiates the amateurs from the professional salesperson.  Mindset is your set of beliefs about you, your product, your service, your market, your prospects, your ability to influence prospects, your ability to engage, your  ability to have prospects open up and share their situation, etc.

When people experience Call Reluctance, they are in a “fixed” mindset.  Guess what?  You can shift your mindset!  Yes, indeed, it is so possible.

How about adopting this mindset:  “I am a professional lead generator who happens to sell ______________ (fill in the blank.)  What happens after this shift? You will experience prospecting as an adventure!  WoW!  That’s when you become emotionally resilient and unstoppable.

*Research by George Dudley and  Shannon Goodson, Behavioral Sciences Research Press.

Connie Kadansky helps salespeople get their “ask” in gear and Overcome Sales Call Reluctance.  Please call 602-997-1101 or email connie@exceptionalsales.com

There is nothing better than a warm referral . . . . However. . .

we love referralsRecently I spoke with a highly credible sales trainer who shared that his philosophy is no more cold calling, just build your business on referrals and by capitalizing on relationships with Centers of Influence.

Yes, I agree that is ideal and dream come true.  However, how many salespeople have enough quality Centers of Influence to get them their 4-12 appointments a week?

The answer:  “not many.”

Developing prospecting skills make salespeople better in all areas of their sales process. Their confidence soars when they are emotionally comfortable initiating contact with potential buyers consistently.  They are emotionally resilient and unstoppable.

The key to profitable business development is:  Do not kid yourself.  If you are not getting in front of enough prospects on a consistent basis to meet your goals, you are experiencing Sales Call Reluctance.  Admitting Sales Call Reluctance is key to overcoming the fear of prospecting.  It takes humility to admit Sales Call Reluctance.  Why not admit it to yourself and your coach?  Or you can delay the admission and you’ll be really humble when you lose your job or your business bumps along in the mediocre category.

Sales Call Reluctance is nothing to be embarrassed about.  Living with it needlessly is.

Connie Kadansky, specializes in helping salespeople get their “ask” in gear and transform their fears into confident, consistent prospecting.  602-997-1101 or connie@exceptionalsales.com

 

 

 

Stop fibbing to prospects!

beautiful woman with hand on mouthman with hand on mouth

 

 

Q:  What is the quickest way to blow your credibility with prospects?

A:   Tell them you are not trying to sell them something.

 

There are multi-billion dollar organizations that have financial advisors and salespeople telling prospects this all day every day.  And they wonder why their prospects dis-trust them.

The fact of the matter is that it is a “big fat fib” and the prospect knows it.  If salespeople are not trying to sell something, why in the world are they talking to prospects?  Salespeople are trying to sell a concept, sell themselves, sell an appointment, etc. etc.  and the prospect knows it and  it’s okay.

Breathe!  It’s okay to solve people’s problems for a profit!

Role Rejection Call Reluctance is contagious and toxic throughout many sales organizations.  Contributing factors may include over-identification with negative stereotypes about salespeople and feelings of guilt or shame about being in sales.

If you have an inkling that you have Role Rejection Call Reluctance, my experience is that you are not convinced of your value and the value of your product or service.  It’s okay.  You can do some internal work and become connected to your value.  Once you “get” or embrace your value, you will be unstoppable and emotionally resilient.

Develop a unique selling proposition that conveys your value and deliver it with confidence!  No more fibbing to prospects!