Connie Kadansky is a motivated, goal-oriented salesperson. Her
past reluctance to prospect kept her business from growing. The
research and training she did to overcome sales call reluctance
led to her finding effective ways to promote herself, and she
started her own management and consulting firm.
Connie now teaches people how to overcome Call Reluctance(R).
Following is an interview addressing some of the problems that
people encounter when trying to start a healthy business.
Q. Who is a prospect vs. What is a prospect?
A prospect is anyone who can get you to your goal.
Q. What is prospecting?
Prospecting is an acquired skill, and learning to do it with
precision and energy is, for many, a challenge. It's finding
and initiating contact with qualified buyers.
Q. Who is a qualified buyer?
Someone who is ready to buy now and has the money to pay you!
Q. Why do so many of us cringe at the word "sales"?
The world is driven by sales. All people sell all day long.
Children trying to convince a parent of something are selling.
People who cringe have a limited belief that something is wrong
with being in sales. It's role rejection call reluctance. Very
costly for the individual who is selling something, however, on
the other hand, they resent salespeople who attempt to sell to
them. If they get annoyed, irritated, and angry when someone
prospects them, they will hold themselves back from calling
prospects being fearful the prospect will get irritated, annoyed,
and angry with them.
Q. How do people overcome their fears and learn to sell their
products and services?
They participate in the 4-week Fear-Free Prospecting and Self-
Promotion Workshop and work with someone who is experienced dealing
with the fear of initiating contact with buyers.
For people to be successful, they must understand what holds them
back. They must invest in their self-development. Most people are
on auto pilot with their behaviors. Until they recognize the
behaviors that are costing them big bucks, they will not move
forward rapidly and in the most efficient way.
Four steps to overcoming fears: 1) Be aware that you may be
kidding yourself in avoidance behavior 2) Assess -- take the SPQ Gold
and find out where you are limiting yourself 3) Admit that your
behavior is keeping you from enjoying great success 4) Apply proven
techniques for overcoming Sales Call Reluctance.
I also recommend you purchase the book: "Psychology of Sales Call
Reluctance" at http://www.Amazon.com.
Q. How do you help people understand and appreciate their true value?
Start by making a list: my value to the buyer, my product(s), my
services, etc. List everything that is of benefit to the buyer.
Q. Okay, now I've decided to call some people I met at a networking
meeting. They seemed interested in my business.
If you call with confidence, knowing your value...it works better. If
someone brushes you off, and you feel hurt or discouraged, take time
to look at your thought patterns. When someone is not receptive to you,
it's only timing. No one can reject you, unless YOU are rejecting you!
How you feel is who you are. When you train yourself to feel good,
your social and economic status increase automatically.
Connie Kadansky, CPSP
Helping Salespeople To Be More Effective at Getting Ideal Customers
Overcome Sales Call Reluctance
602-997-1101
http://www.exceptionalsales.com
Connie not only provides workshops and seminars for businesspeople,
she also holds teleseminars for people who want tools and techniques
they can integrate into their business lives ASAP. Are you interested
in joining Connie and me for a free, one-hour teleseminar? Send me an
email and I'll get back with you.
mailto:judyvorfeld@ossweb.com
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