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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/







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

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!




What throws salespeople into the self-doubt spiral?

The dreaded self-doubt spiral is a very miserable place to be for a salesperson.

It is not prospecting that causes Sales Call Reluctance.  It is your “thought about prospecting” that causes your Sales Call Reluctance.

If you are experiencing self-doubt, it’s your “thoughts” that throw you into the self-doubt spiral and causes your anxiety.

If you can accept this, you are on the royal road to overcoming Sales Call Reluctance because you are taking responsibility and not succumbing to being a victim of your habits or patterns of thought.

Connie Kadansky helps salespeople get their “ask” in gear.

Would you call a prospect 80 times if you knew you would eventually land their business?

Yesterday I talked with a proven top sales performer.  I asked her to share her most recent success story.  She shared that she just landed a company that she had called 80 times in the last four years.  At first I thought that was pretty excessive, until I did the math.  She called  approximately every six weeks and four years later landed the client.  That is what I call persistence!

Please listen to my blog talk radio interview with Scott Love about how to make successful sales calls.  He talks about how we influence our prospects by our voice.  73% of a phone conversation is your tonality (pace, pitch, volume, inflection, pausing, attitude).


Connie Kadansky, Sales Call Reluctance coach, 602-997-1101 or connie@exceptionalsales.com, helping salespeople get their ask in gear.

Sales Managers: Are you Contaminating Your Salespeople with Sales Call Reluctance?

Mirror managers

If you have salespeople who are experiencing Sales Call Reluctance, have you ever thought that you may have Sales Call Reluctance issues, too?  It's a tough pill to swallow to look within and recognize Call Reluctance issues that may be affecting your sales team.  Behavioral psychologists George Dudley and Shannon Goodson found in their research that salespeople "mirror their managers" when it comes to Sales Call Reluctance.

Over my 12 years of training sales organizations specifically around Sales Call Reluctance some CEOs and sales managers have admitted that they simply were unaware of how they were contaminating their team.  Kudos to them for having the confidence and high self-esteem to recognize that they needed to take a serious look and confront their call reluctance issues through coaching and training.

Role rejection call reluctance is one that I see the most — rejecting the role of sales.  Sales managers telling their people to get out there and sell but "not to be salesy."  That is clear Role Rejection Call Reluctance. 

If you secretly detect any call reluctance, please take the assessment that measures Sales Call Reluctance and design your plan to overcome your issues.

Connie Kadansky, Sales Call Reluctance coach, can assist. 602-997-1101 or connie@exceptionalsales.com

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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.      

What causes cold call reluctance?


Most cases of cold call reluctance are simply because a salespeople needs to do some internal and external homework!

If you have truly done your homework and know who your ideal prospect is and what problem you solve for them. . .  you will be calling into your ideal target market.  Seriously.  Then you can say "We work with several companies similar to yours. . . " One component of "Influence" is establishing commonality.  You can warm up a "cold" call fast. 

Connie Kadansky, Sales Call Reluctance coach, can guide you through your homework so you are confident and comfortable prospecting. Call
              602-997-1101      end_of_the_skype_highlighting

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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

Connie Kadansky: Are you reluctant to make a cold call?

 Telephone from istock for opt in report

You're sitting in your office after promising yourself yesterday that you would start making cold calls today . . . and you reach for the phone and you stop. . . you suddenly remember you need to make a dental appointment, then you remember your dog is overdue for grooming, then it hits you that your spouse's birthday is in two weeks and you need to buy a present.  Yes, you are avoiding making your calls.

Here are some tips to help you right now:

1.    Take a deep breath — it will slow down your mental processes that are overactive and chaotic, creating your anxiety. (Yes, it's not cold calling that is causing your anxiety, it's your thought about cold calling.)

2.    Make sure that both of your feet are on the floor as you close your eyes and take a second deep breath.

3.    Think of a current client/customer who really believes in you and you are part of their inner circle.  Keep thinking of them until a smile comes across your face.

4.    What is the value you provide for this client/customer?  What do they say about your products/services?  Be specific.  Ease yourself into allowing yourself to recognize your value. Jot down the key points.

5.    Pick up the phone with the thought of this client/customer in your mind and that you are simply going to find your next client/customer.

You can re-train your brain to prospect consistently.

Call Sales Call Reluctance Coach Connie at 602-997-1101 today or email her at connie@exceptionalsales.com.  She will help you help yourself.  Connie helps you solve your own cold call challenges.