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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 makes you think your prospect is ignoring you?


Last month I got my 2007 Volkswagen Beetle serviced.  The warranty expires December 2010.  The sales guy from the dealership is calling and emailing me and I have not responded yet.  HOWEVER, I can promise you that when I buy, I will buy from him (hope he's still there in December!).  He has reached out to me four (4) times.  Have been busy and traveling and this is not a priority right now.

This experience has totally inspired me because because I have prospects who are not responding to my outreach and that does not mean that they are not a viable prospect.  If they are not responding, all I know for certain is that this is "not the right time." 

So hang in there, stay pleasant and friendly via voice mail and email, maybe send a card through www.sendoutcards.com.  You never know when you will call at "just the right time!"  Stop making up stories about why they are not responding and then buying into your story.  This is a major tip on overcoming Sales Call Reluctance!  Stop the story that spirals you into self-doubt.      

Connie Kadansky: Are you guilty of going after the low-hanging fruit?

Lemon tree

This is what our lemon tree looked like!  We had picked all the low-hanging fruit so this weekend I was determined to pick the lemons that were way, way out of reach.   (By the way, we live in Phoenix, Arizona USA– where the sun shines 350 days of the year).

My neighbor loaned me her fruit picker and I promised her fresh lemons. (Reciprocity: the first component of Influence)


As I was going about this task and carefully positioning myself so that I didn't get scratched by the sharp thorns, it become so clear how similar it was to sales. 

How many of you are noticing that there is NO low-hanging fruit in your industry?  It has been picked!

The first thing you need to do is notice that there are a lot of beautiful ripe prospects at the top of the tree.   Next you need to have the right tools, without which you will not succeed.  Do you have the right tools to achieve your goals?  You must possess the dogged determination to get to the qualified prospects and experiment with how you are going to position yourself.  You have to be okay if you get a little scratched up.  Get momentum so when you are on a roll, you keep moving.  What joy to be able to pluck the fruit one by one.  You can do this with prospecting with the right Strategy, Structure and Execution. 

If you are still walking around your "tree" hoping to find one of the hidden prospects within your reach, go for it.  However, the #1 rule in profitable prospecting is:  Do Not Kid Thyself.

Connie Kadansky, Sales Call Reluctance coach, can help you stop kidding yourself and knuckle down and get moving.  602-997-1101 or connie@exceptionalsales.com

Are you tired of throwing your money away?

Throwing money away

It is a natural impulse when you are experiencing fear and concern about your sales to reach out and find something external that will help you sell more and overcome your Sales Call Reluctance.  Admittedly, I have done it myself over the years.  What's the magic pill?  A coach?  A seminar? A workshop? A mastermind partner? A new marketing image? A CD? The latest selling book?  Social Media Bible? The list can go on and on. There is value in all of the above. However, when is enough enough?

What if you knew that your answer is closer than your nose?  Let's get honest!  You know that you are your biggest competitor and your biggest obstacle.  Okay. . . so now what?  Admit that you are responsible for your revenue generation.  Take yourself somewhere quiet and get centered.  Take a deep breath.  Deep breathing quiets the mental processes.  Close your eyes.  Ask yourself:  What is my solution?  And allow your answer to come and really pay attention.  You may be able to self-correct with confidence and it won't cost you a dime.  All you need is to make a decision.

For help in any aspect of Sales Call Reluctance and Profitable Prospecting, call Connie at 602-997-1101 or  email her at connie@exceptionalsales.com.

Specializing in helping salespeople get their "ask" in gear!