Have you seen the Pixar film Inside Out? If not, take the afternoon and go see it now! Yes, it is that important because it shows what happens when fear is at the control panel of our experience. We lose ourselves. So who is at your emotional prospecting control panel pushing your buttons?

1. Have you seen the Pixar film Inside Out? If not, take the
afternoon and go see it now! Yes, it is that important
because it shows what happens when fear is at the control
panel of our experience. We lose ourselves.
Who is at your emotional prospecting control panel pushing
your buttons? Mr. Doomsayer? Ms. Overpreparer? Mr.
Yielder (yield to what is in someone else’s best interest)?
Mr. Telephobia?
Four Steps to Overcome Sales Call Reluctance:
 Become aware that Call Reluctance is costing you big bucks and keeping you from being visible. Call
Reluctance is nothing to be embarrassed about, living with it needlessly is. It does not get better.
Ignoring it does not work. If you wait too long, you may end up meeting with a psychologist or a
psychiatrist.
 Assess your Call Reluctance. If you want to get a grasp of what is really keeping you from being
more successful in sales, visit this link for a quick, complimentary assessment.
http://www.exceptionalsales.com/services/workshop-training/your-prospecting-ekg-
complimentary/ Sometimes it looks and feels like Call Reluctance, however, there is something that
requires a different prescription, i.e. you may not have the energy to prospect or deep down you are
not emotionally engaged in achieving your goals. When most salespeople see the assessment
results, they are able to grasp the diagnosis and move forward with strategy to overcome their Call
Reluctance. There is a financial investment to take the full assessment, which includes a consult and
a copy of the Psychology of Sales Call Reluctance. Please call Connie or email her at
connie@exceptionalsales.com
 Admit Your Call Reluctance. It is so easy to hide, deny and suppress Call Reluctance, however, it is
imperative to get freedom from it and it also takes courage. Can you say to yourself: “I admit that I am
not comfortable prospecting consistently?” When you admit it, you can move forward. There is
wisdom in admission especially when you know that there is a solution.
 Apply proven techniques to overcome Sales Call Reluctance. Write down what it is that causes you
to hesitate to prospect. For example “I don’t know what to say.” “People do not answer their phone
and I don’t know whether I should leave a voicemail.” It is so important that you allow yourself to write
down everything that causes you to hesitate. Then interrupt the pattern of thought that is stopping
you. When in fear you are at the mercy of your habits of thought. Put a rubber band on your wrist and
gently zap yourself and say, “I interrupt this pattern. I am valuable and my product and/or service is
valuable.” This is just an example. I have one client that says, “I interrupt this pattern and I love my
kids.” The sentence must be true. This is just a simple overview to get you started.
If you hear someone saying “Colding Calling is Dead.” Look deeper – what are they selling? Social media?
Referral based training? It’s okay. There is value in those types of services. However, very few people are
able to keep a full pipeline without proactively prospecting. The “cold” is dead, but the “calling” is not.
Intelligent, highly-targeted prospecting calls work. Find any top producer that is consistently bringing in new
business, and ask them what they are doing to generate leads.
Are you prospecting by design or default? Webinar on October 28, 2015
Please join me for a webinar:

2. Webinar: Prospect by Design Not Default
Wednesday, October 28, 2015 at 10AM PDT, 11AM MDT, 12Noon CDT, 1PM EDT
Register now!
https://attendee.gotowebinar.com/register/5439293188535867905
You will learn:
 The Importance of Accountability
 Resources at the Tips of Your Fingers
 How to Develop Your Prospecting Action Plan
 The Critical Skills Required to Prospect Consistently
 How to Develop a Vision Statement that Energizes You
 Difference between cold calling and highly targeted prospecting
After registering, you will receive a confirmation email containing information about joining the webinar.
Two mentions:
Who do you know who is stalled in their career? Please pass this article on, I give a great tip in
this article!
http://blogs.wsj.com/atwork/2015/01/15/restarting-a-stalled-career/#
Also, check out the interview with Global CoreNet on page 21 about Creating Confidence:
http://theleader.epubxp.com/i/436073-jan-feb-2015
2015 testimonials:
"I reached out to Connie to help me with one area of growth and as it turned out she helped me more than I
could have imagined. It has been a journey of learning about myself and removing obstacles that I did not even
realize I had placed in my way. Connie has given me skills and tools to realize my potential both professionally
and personally. Most importantly Connie helped me give myself permission to be happy. I am thankful Connie
has been with me on this journey."
Erin Whitaker, Funeral Home Consulting
Connie's style of coaching is uniquely different. Her methods engage me and help me turn my focus inward,
toward the beliefs that drive me, weeding out those that no longer serve. She effectively blends listening with
the perfect amount of compassion whenever she sees me struggling, and unable to stop a negative thought
pattern. And even though our sessions are quite involved, I always feel inspired and at peace afterwards. If you
want someone who truly listens and gently but effectively pushes you beyond your negative beliefs, offering you
a positive and conscious way to experience life, then Connie IS your coach!"
Kathy Church, Virtually Partnered Consulting, LLC
View more client testimonials here: http://www.exceptionalsales.com/about-us/our-clients/testimonials/

3. Connie Kadansky is the only Sales Call Reluctance Coach who addresses the internal fears around
prospecting. She helps salespeople to design their strategy, get structure built into their prospecting and to
execute on their plan with consistency and confidence; she 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.
Call Reluctance is nothing to be embarrassed about, living with it needlessly is.
Please pass this invitation to salespeople you know who are committed to creating a dynamic and
prosperous 2015.
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
Exceptional Sales Performance
6724 N. 6th Drive
Phoenix, AZ 85021