Sales Call Allergy Treatment Center

Self-Improvement is Out of Style

2009-07-09T14:48:23-07:00

Yes, it's true!! You can polish yourself up, adjust yourself a bit – and “improve” a tad and still essentially be the same person with the same business. These times call for transformation. The business world is transforming before our very eyes and it will never return to what it “used to be.”

Transformation starts from within. Instead of thinking of what you need to “do” – the real question is who do you need to “be” in order to achieve your goals? To start this process, fill in the dot, dot, dot. I am at my best when. . . (list a minimum of ten things). For example, I am at my best when I am meeting with clients. I am at my best when I keep my word to myself. I am at my best when I have appointments with prospects on my calendar. I am at my best when I have a plan for the day. Keep adding to your list. Type it up and make several copies and placing them strategically around your office, car and home. Your mind will act upon your ideals. You will focus on identifying with your ideal and being at your best and you just may “live up to it!”

Never Cold Call

2009-06-01T14:15:08-07:00

I get a kick out of sales trainers who promote "never cold call." Yes, every week at least one person emails me with sales trainers tips about how salespeople should NEVER cold call.

I agree that in a perfect world. . . a salesperson who has set up their business ideally. . . could possibly never have to cold call. However, who lives in a "perfect, ideal world" that they are so extremely good at what they do and their clients love them so much that they have a full sales pipeline of prospects consistently? I know veterans who have been in the same industry for years, who are consistently prospecting -- which yes, includes some cold calling.

This type of advice about "never cold call" gives some salespeople an excuse.

Why do people write you a check?

2009-04-17T16:17:50-07:00

How clear and concise are you at answering that question? Clarity is power. Once you can answer that question, you will be on your way to writing your unique value proposition.

Do It NOW!

2009-03-12T09:43:26-07:00

My husband is the "do it now" type of business man. Last night we drove by a house that recently sold in our neighborhood. The new neighbor, Christopher, was standing in his driveway. After the niceities, Christopher said to my General Contractor husband -- "we want to put some recessed lighting in our living room." At that time, my husband pulled out his phone, called his electrician Paul, made an introduction and handed his phone to Christopher who gave his phone number to Paul to follow up. The connection was made. Done. How quickly do you take action and just do it now?

Choices people make when in a crisis

2009-02-05T19:03:00-08:00

Who do you know who has NOT been affected by the current economic situation? Seriously, to succeed in sales right now, I believe salespeople need to double or triple their prospecting activity and focus on improving their skills. When salespeople experience a crisis, we have many choices in order to soothe our psyche:

1) Knuckle down and invest in personal development, skill development, product knowledge, very specific training to improve skills or to learn a new brand new skill. Return to school, take a class, overcome your Sales Call Reluctance, start a mastermind group, join Toastmasters, learn about social media, etc. Constructive educational activities.

2) Return to religious roots.

3) Hire a psychiatrist or psychologist to assist in coping.

4) Retain a business coach in order to get and stay focused on priorities.

5) Start volunteering and being of service.

6) Recommit to exercise and physically health habits.

7) Seek out a spiritual teacher or

8) Rely on alcohol, drugs or destructive/addictive behavior in order to numb the experience.

Share with us what choices you have and are making. Love to hear all the creative ways people soothe their psyche!

Take One, Take Two and Take Three!

2009-01-28T19:56:11-08:00

Last week I participated in a two-day workshop facilitated by Karroll K. Alexander www.thealexanderkgroup.com. With five (5) classmates, I had an opportunity to present nine (9) times before the videotape and get customized feedback immediately. Talk about a powerful experience. The Videotape doesn't fib! It was a humbling and powerful experience to see myself present and interact with my audience. Yes, the consistent advice I got was "slow down, use more vocal variety and engage with my audience on a deeper level." What are your plans for self-development this year? I highly recommend Karroll's workshop. You are always presenting! You are always selling!

Forget about "what to say" and focus on "what strategic questions can I ask?"

2008-12-21T19:04:54-08:00

Have you sat down and created your 2009 business plan? Does it include proactive prospecting? When I ask that question to salespeople who experience Sales Call Reluctance, they often say "I don't know what to say..."

What would happen if you didn't worry about what to say and started thinking about strategic questions you can ask? Conversations start when we engage our prospects -- engagement includes two people communicating! What are your top three questions to engage your prospects in a productive conversation?

"If you are not in front of a prospect, you are not selling."

2008-12-15T13:00:33-08:00

Those are the words of Lou Sepulveda, sales management consultant, speaker and author! If you want to have some fun, find a true sales professional like Lou and just listen. He is one of those salespeople who was trained by Kirby Vacuum and went on to be wildly successful in different industries. www.lousepulveda.com

I have had several people contact me for interviews of how to sell in a down economy, etc. etc. This is the time to get back to the basics and do not kid yourself. "If you are not in front of a prospect, you are not selling."

STOP stimulating the fear center of your brain!

2008-12-05T08:17:01-08:00

Did you know that inside your brain you have what is called an amygdala, which is the fear center of the brain. When animals are in fear, they fight, flee or freeze (interestingly enough some can actually change colors instantaneously). When a human is in "crisis" real or imagined -- they have a choice to get angry, gripe and complain; run away and soothe themselves with something that may not be constructive (alcohol, etc.); stop, freeze and stick their "head in the sand" (inertia); or move into healthy options and solutions.

The number one piece of advice is to stop stimulating the fear center of the brain. If looking at the news, checking your stock portfolio, reading the newspaper, talking with your doomsayer relative stimulates your fear. STOP it! Does that mean that you completely withdraw from society? No, just check the news once every other day and scan the headlines. I promise you that if something really "bad" happens, someone will let you know. Every time you stimulate your fear center, you have to soothe it in some way to get moving again. How exhausting is that?

As long as you are in fear, your creativity will cloud all the solutions and options available to you.

Please let me know what you are doing to stay optimistic in these interesting times. In reality we are going through a cycle. I am confident that we will come out on the other side in a much better place, maybe a little skinnier (possibly choosing to forego our second coffee latte'). We all have a choice right now. What choice are you making?

Connie Kadansky, Professional Certified Coach

You want more confidence? You must acknowledge your small achievements.

2008-12-05T07:51:38-08:00

Why is it so difficult for salespeople to acknowledge the small achievements that lead to the big deal that they are so coveting? Could it be that they have a goal-obstructing habit of diminishing themselves every time they turn around and at the same time deeply wanting more confidence? That is truly a downward spiral that casts people into self doubt. It is an emotional/mental conflict that does not serve well.

"Celebration is more than an emotional release. Done effectively, it involves a deep level of analysis and enhanced awareness. The very best performers do not move on before they have scrutinized and understood thoroughly the factors underpinning their success," according to Graham Jones, former professor of elite performance psychology at the University of Wales.

It is so interesting that some salespeople think that if they acknowledge their achievements, they will fall into complacency and lose their sense of self. When in reality, if done correctly, it does exactly the opposite. It inspires and develops a stronger sense of self. What I recommend is before your head hits your pillow, that you sit down and list a minimum of three achievements to start off on this glorious journey of self-acknowledgment that will boost your self-confidence. List professional and personal achievements, i.e. "I tracked down and left a message for the new CEO of a prospective company." "When my spouse needed to talk, I actually slowed down, made eye contact and listened!" "I resisted the second coffee latte' today." "I smiled and perked up the receptionist today when she looked a little down." Get your pen out right now and start writing!

I promise you. Oh, yes, I promise that if you will take on this exercise your confidence will begin to soar within a very short period of time. Confidence breeds confidence. You will be on the royal road to self confidence. All "big" achievements are a series of small achievements.

Please let me know your reflections and observations as to where this takes you.

Connie Kadansky, Professional Certified Coach