It's almost the 4th quarter of 2014, are you on target for your 2014 sales goals? And how would you feel if you exceeded your goals? Join me for 2 webinars: 9/9/14 at 9am PDT - Webinar: Are You Too Nice To Close The Deal? (https://www1.gotomeeting.com/register/954011457) - AND - 9/30/14 at 9am PDT - Webinar: 11 Morning Rituals That Can Literally Change Your Life and Increase Your Selling Capacity (https://www1.gotomeeting.com/register/488398321)

1. Josh has been in sales for nearly six years. He has great customers, and he wants more.
So what’s the problem? By analyzing his prospecting activity, Josh has come to the conclusion that he’s spending an inordinate amount of time volunteering and building relationships. But the activities haven’t added enough new clients to justify his time and financial expenditures.
Josh isn’t the only salesperson who has difficulty transitioning from relationship-building to solid business-building. He isn’t aware of it, but he exhibits a form of Sales Call Reluctance, and it’s interfering with his closing new business.
This type of call reluctance has been identified as Yielder Call Reluctance. It is common among salespeople. Salespeople with Yielder Call Reluctance are people pleasers. They are approval seekers who lack assertiveness. They give their creative control to the prospect and lose connection to their own value.
Salespeople who are nice people:
 Feel that the prospect would be offended by digging beyond superficial details and facts to get to the real meaning behind their desire for a different result
 Leave appointments without getting a firm commitment for the next step
 Have unanswered questions they are afraid to ask
 String out closing the sale so they don’t appear pushy
Value-added customer service can be the deciding factor when a prospect chooses you over a competitor. But salespeople get their wires crossed when they believe that the buyer-seller relationship is more important than the sale. There must be a balance. In the end, relationships and friendships do not pay the bills. Selling products and services pay the bills.
Don’t get me wrong, relationships are important. But buyers primarily want you to provide solutions. Non-yielders have a huge advantage. You may meet a salesperson who isn’t any more knowledgeable than you, yet they have a better business. Why? They win the business because they’re assertive and consistent in their prospecting and they ask for the business.
Understanding Yielder Call Reluctance:
The first step in overcoming Yielder Call Reluctance is to understand what it is and how it could be affecting you. The following questions may help you determine if you are too nice to close the deal:
 Are you afraid you will appear pushy or intrusive?
 Are you afraid to incite conflict by asking qualifier questions?
 Are you paying for lunches, dinners, and golf games but not breaking even?
 Are you building a number of relationships but not meeting your production goals?
 Are you afraid to bother the busy, disturb the indisposed, or interrupt the otherwise engaged?
If you answered “Yes” to three or more of the above questions, you may be suffering from Yielder Sales Call

2. Reluctance. Please register for my webinar specifically on the solution to being too nice to close the deal. Webinar: Are You Too Nice To Close The Deal?
Tuesday, September 9, 2014
https://www1.gotomeeting.com/register/954011457
11 Morning Rituals That Can Literally Change Your Life and Increase Your Selling Capacity
Being Successful in Sales requires physical and psychological energy – vital energy that propels you forward into activities that are stepping stones to your closing more sales.
Your morning is the make-or-break time that sets you up for a good day or a bad day. Join me for a webinar on the 11 Morning Rituals That Can Literally Change Your Life and Increase Your Selling Capacity. Tuesday, September 30, 2014
https://www1.gotomeeting.com/register/488398321
Was interviewed by Bloomberg Businessweek. Click here to read the interview:
http://www.businessweek.com/articles/2014-08-01/advice-how-to-motivate-your-staff-to-boost-sales
Testimonial received last week: I just wanted to check in and let you know how things have been going since our work together. 2 weeks ago I was #2 in my office in outbound sales calls. (we have 30 agents) Last week I was #3, 3 calls away from being #2. Prior to our work together I was averaging about 90 calls per week. I made 268, and 258 calls the last two weeks. Out of those two weeks of calls, I received one excellent listing. Also met with two people who are considering listing their property within the next few months. Things are really going well. Thank you for all of your help. David C. (Commercial Real Estate Agent) East Coast

3. Connie Kadansky helps salespeople get their "ask" in gear. Connie is the President of Exceptional Sales Performance, an international sales training and coaching business. She is a recognized expert in identifying and eliminating Sales Call Reluctance. Please visit her website at www.ExceptionalSales.com.
Please pass this newsletter to salespeople you know who are committed to creating a prosperous 2014!
Connie Kadansky, Sales Call Reluctance Coach www.ExceptionalSales.com www.ExceptionalSales.tv
Sales Call Reluctance is a registered trademark of Behavioral Sciences Research Press, Dallas Texas.
Call Today for Sales Call Reluctance Solutions 602-997-1101 www.ExceptionalSales.com
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