Connie Kadansky
Connie Kadansky
Sales Call Reluctance Coach, Trainer. Salespeople, financial advisors and executive recruiters, count on me to help them overcome Sales Call Reluctance, make focused calls with confidence, and set more appointments so that they can sell consistently.
What does your prospecting “tone” sound like?
Last week I listened to a prospecting call of a #1 producer in the long term care industry. The good news: It was...
Pre-Play your Prospecting Activity
Salespeople who experience Sales Call Reluctance are projecting their fears onto their calls. This is an undeniable fact. They are thinking negative...
Serious about overcoming Sales Call Reluctance?
If Sales Call Reluctance is costing you money, self-confidence and career satisfaction, just know that Call Reluctance is a learned behavior. Hundreds of...
Overcome Sales Call Reluctance: Challenge Your Perspective!
When you are ready to make your prospecting or follow up calls and you find yourself hesitating, close your eyes and see a huge...
Sales success starts with the “why” behind your “what”
If you truly want to succeed in sales, it is vital for you to deeply connect to the why behind your goals. Recommend...
Prospecting v. Cold Calling: Let’s settle this debate
This week someone forwarded a discussion that "cold calling doesn't work." Holy smokes 23 comments about cold calling. If a salesperson is calling into...
Self-Promotion works for Chiropractor
Michael Soloman, D.C. specializes in network chiropractic in Phoenix, Arizona. While at home one day last year, he answered a knock on the...
Have you made a list of your Yearly Achievements for 2010?
One of the best ways to end the year is to make a list of your personal and professional achievements. No judgment as...
What is one of the worst prospecting scripts ever?
Yesterday was prospected by a salesperson. Her scripting was "I would love to tell you about. . ." Her value proposition was...
Thanksgiving Week is the BEST time to prospect!
<!-- Image disabled due to complaint received from Getty Images 7/14/2011 RGT --> Yes! Your prospects are in their offices, cleaning up their paperwork and...
How is your first quarter of 2011 looking?
Scott, a veteran commercial banker, shared with me his philosophy of setting himself up for success. From October 1st through the end of the...
Want freedom from Sales Call Reluctance?
Last week I received three calls from mid-career salespeople (residential real estate, financial advisor and commercial real estate). All three assured me that if...
Warren Buffett is Optimistic About Our Economy. Are you?
September 13, 2010, Warren Buffett said “I am a huge bull on this country. . . we won’t have a double-dip recession. I see...
Are you a coon dog?
When you were in elementary school, did you ever read the book Little Ann and Old Dan? It is a story about two...
Did you inherit a “do it now” gene?
This week a prospect emailed an inquiry. I immediately picked up the phone and called him. He was taken aback that I responded so...
Want to improve your sales? Role Play, role play, role play!
A Sr. Vice President from New York Life shared that when he first started selling, his prospecting consisted of knocking on doors. He would...
How many conversations are you willing to have today?
Yesterday, James Casey, a veteran in the copier sales business, relayed a story “Last week when I was cold calling, I walked into a...
You cannot manage what you do not measure!
How do you know if you are experiencing Sales Call Reluctance? Pull out your wallet or pocket book. . . how much cash is in...
Who do you think you are?
Usually that question is asked sarcastically and pushes defensive buttons. The truth is that you project onto your prospects who you think you are all...
“You can’t think and hit at the same time.” — baseball icon Yogi Berra
“I don’t know what to say, ” said the veteran financial advisor when I asked him to role play a prospecting call. Is it...