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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 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

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.”



Why Engineers Can Make the Best Salespeople


Seriously!  How many people think that salespeople need to be outgoing, gregarious talkers?  Well, read this article, and you may decide to modify your perspective.  This article by Maura Schreier-Fleming is thought provoking and highly encouraging to salespeople who have engineering degrees and backgrounds.

Also hiring managers:  Take notice!






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.

Do you ‘um, ‘er and ‘ah when you speak?



One sure way to blow your credibility is to give a presentation and ‘um, ‘er and ‘ah throughout.  This is true for telephone conversations and presentations too!

When you stand up before a group, did you know that in 11 seconds people are making over 22 judgments about you? (Resource: Naomi Rhode, Certified Public Speaker) Your audience is deciding if you are credible. They are ascertaining whether you take good care of yourself or not. Should they take you seriously?

There are no excuses! If you are uncomfortable speaking before a group, even if it is once a month when you stand up at your networking group, please go to www.Toastmasters.org and put in your zip code. You’ll find the nearest Club. Run! Don’t walk to the next meeting. You’ll learn new skills and you get to practice public speaking weekly.

They have an ‘ah counter, whose role is to ding a bell or click a clicker every time someone utters one of those distracting filler words. At Toastmasters you will also get business. It is an amazing place to network, build your speaking skills as you talk about your expertise with credibility and influence.

Toastmasters is second-to-none for developing communication and leadership skills.

Just so you know, I’m still a work in progress after 22 years. Sometimes I slip in “so” instead of the ‘um, er’s and ah’s and am appreciative that my fellow Toastmasters make me aware of this distracting manner of speech that keeps me from presenting with excellence.

By the way, they also assign a mentor to you, who is fully committed to your goals!

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.

Pet Peeve: Salespeople who will not take calls from salespeople who are prospecting them

asking questionsIn the past couple of weeks, two salespeople fessed up to the fact that they “hate” it when salespeople call them.  They check caller ID and refuse to even consider taking a call.  They disrespect and resent their own kind.

Sheesh!  That is a major internal conflict for a salesperson; isn’t it?

A salesperson who wants prospects to take their calls and be open to sharing information, however, they are unwilling to give another salesperson a chance to talk with them.   There is a little hypocrite in all of us. . . It’s undeniable . . . however, this is major Role Rejection Call Reluctance.

When salespeople hate prospects calling them, how can they be comfortable calling prospects?

Okay, I realize it sounds like I’m being superior . . . however, I unplugged my Caller ID.  If I am in my office and not on the phone or facilitating a webinar, I pick up the phone and will talk to any “live” salesperson.  A sales guy, Jacky, has been calling me for three years about a color copier.  I’m getting closer and guess what?  When I’m ready to buy, he has my business.  Even though I could save $20-30 if I order it online, he’s the man who will sell me the copier.

I must confess, if the call is an automatic dialer, I hang up.  This happens around two to three times a day.

How does someone resolve their inner conflict?  I recommend you realize that all salespeople are doing their best with what they have, that they are all works in progress and some are underdeveloped, they have families, they have mortgage payments, they are real live people who are prospecting . . . which says a lot.

Breathe!  Why not take a call today from a salesperson and encourage them to keep on keeping on?

Wishing you a profitable, prospecting day!



You hold the remote control!

Remote Control

Last week I spoke at AA-ISP Conference (American Association for Inside Salespeople) in Atlanta on How to Overcome Sales Call Reluctance.

One of the attendees shared that she had sent a targeted email to a prospect.  Her email system showed that the recipient had opened the email.  She took this as him having a level of interest so she, a motivated and goal-oriented salesperson, picked up the phone and called.

The prospect reacted with anger and lost control of himself and yelled at her.

This experience was so traumatic that this salesperson is having trouble getting back on the phone.

We all run into cranky prospects from time to time.  The more we proactively prospect, the more likely we will attempt to engage people who do not want to be engaged at that moment.

This is a pivotal moment.  As salespeople we make up stories all day long as to whether our prospects are interested or not, whether they like us or not.

When a prospect reacts negatively to your prospecting call, I recommend you immediately, stand up.  Change your physiology, take a sip of water, breathe and then ask yourself:  What am I making this incident mean?  Seriously engage yourself in this inner dialogue.  Am I making it mean that he’s a rude jerk?  Am I making it mean that I shouldn’t call the next prospect?  Am I making it mean that I should never call someone just because they opened an email?  Am I making it mean that my product or service has no value?  Am I making it mean that I obviously caught him at a terrible time?  Am I making it mean that he must have something really going south for him to react so violently?  Am I making it mean that sometimes I have been rude to salespeople too, so I will move on an feel some compassion for someone who is totally out of control?

We get to choose what we make it mean! And our choice is paramount in whether we move forward optimistically or pessimistically.

When we are watching TV and we do not like what we are seeing on the screen, we immediately change the channel with our remote control; right?

We also have the ability to change our focus as quickly.   The above advice helps to shift the story and to move forward with our day without giving our entire focus to the rude jerk who was obviously not at his best.

Salespeople count on Connie Kadansky, Sales Call Reluctance Coach, to help them develop emotional resiliency and develop unshakable confidence.