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Connie Kadansky
Connie Kadansky is the President of Exceptional Sales Performance, an international sales training and coaching practice. She is a recognized expert in identifying and eliminating Sales Call Reluctance. Connie has a proven track record in diverse industries. Because of her expertise, in coaching salespeople to become consistent and comfortable with their prospecting activity, she earned a solo article in the Wall Street Journal. Thanks to a cold call, she was paid to do a radio commercial for American Express. Recently, she was interviewed by Inc. Magazine. Connie helps salespeople get their “ask” in gear. Follow her on Twitter: @ckadansky
Did you know that if a salesperson sets a goal and writes it down, his or her chances of achieving that goal are only 37 percent? That is not very exciting, is it?
However, if a salesperson:
Sets a goal: Set three appointments with qualified prospects this week;
Writes it down in the present...
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We have all been exposed to the brash, unethical type who simply is not in tune with the delicate balance between over-promoting and under-promoting himself, right? One of the unfortunate ripple effects created by over-the-top self-promoters is that their behavior causes good, solid contributors...
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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...
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When you ponder the concept of self-promotion, which images come to mind? Do you think of your incompetent boss who somehow convinced someone that he knew what he was doing? Or the irritating top producer who seems to fall all over herself to name-drop during sales meetings? Or, conversely, the...
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Greet and engage your prospect.
Have a plan.
Find the problem.
Anticipate questions in advance.
Show that you’re the solution.
Set an appropriate closing objective.
Which of the above is the first step in closing a sale? Would you believe that none of them are? Prospecting is the first step...
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