Clarity on identifying your ideal prospects is vital. Opportunity is everywhere. The best place to start on identifying prospects is to look at your current book of business and identify the clients who you love to work with, you look forward to hearing from them, and you enjoy interacting with them. To learn how to increase your prospecting activity and your sales, join my 2 webinars on: Oct 28th (11 Morning Rituals That Can Literally Change your Life and Increase Your Selling Capacity - registration link https://www1.gotomeeting.com/register/728695008) and Oct 29th (The Inner Game of Prospecting: How to Overcome Sales Call Reluctance for eGrabber - registration link https://www2.gotomeeting.com/register/716750906)

1. New business is the lifeblood of business! When you feel that your pipeline is stagnating and moving in slow motion, you don’t need to change your act – change your audience!
Clarity on identifying your ideal prospects is vital. Opportunity is everywhere. The best place to start on identifying prospects is to look at your current book of business and identify the clients who you love to work with, you look forward to hearing from them, and you enjoy interacting with them. What are the characteristics of these types of clients? Do not allow yourself to stop at superficial details. Go deep. It’s okay to put on the list that they pay promptly!
Ponder on your list and highlight the behaviors or characteristics that you are willing to deviate from; for example, your willingness to accept that they are only email people and will never pick up the phone. Now it’s time to make your third list: the characteristics of prospects that you do not want to work with, i.e., prospects who expect freebies and discounts without considering your business model. Prospects that have an edgy, irritable undertone. Your identifying this will keep you out of hot water and you’ll be happier and less stressed.
In Book Yourself Solid, Michael Port says if prospects bore you, frustrate you or drain you, they are not ideal. Love yourself enough to take a pass on them from the ‘get go’.
To better assist you in finding and engaging with prospects, on October 29th, I am facilitating a webinar on The Inner Game of Prospecting: How to Overcome Sales Call Reluctance for eGrabber. Registration link to the Webinar: https://www2.gotomeeting.com/register/716750906
Attendees will also get a 5-minute glimpse of the sales-prospecting software from eGrabber which finds phone number and email address of anybody in any company. You type in Name and Company and the software researches internet in real time and fills in contact information. eGrabber has been in business for 16 years and makes high-quality prospect research software. At a recent tech conference where I was the keynote speaker, I met Clinton Rozario, Product Manager and Chief Webinar Guy for eGrabber. He is a sharp, talented young man who is willing to create strategic alliances.
Who is on your strategic alliances list that has a client base of your ideal prospects? What can you do to make a value-added offering that introduces your services?
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2. Want more stability in your earning power?
Want more stability in your earning power? It is a fantasy to believe that we can create more income without doing internal work to sustain our earning capabilities. Over my 16 years as a Sales Call Reluctance Coach, I have coached people who start succeeding; they outperform their self-image and guess what? Self- destructive behaviors show up due to not having the inner stability to accept and acknowledge their success. Or in other words, their lack of inner stability keeps them from being able to receive large check after large check. A crisis comes along and depletes their checking account. The mistakes one continually makes or “bad luck” – are a result of inner obstacles that stand in the way of achieving our goals. They are not due to a lack of training or managing common sense, but instead are due to an internal disconnect. We are always selling our self-image. Please forward this newsletter to someone you know who is struggling within and may be willing to do some inside-out coaching.
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Want to be Healthy, Wealthy and Wise?
This newsletter covers all three areas!
Due to popular demand, am facilitating the webinar on the 11 Morning Rituals That Can Literally Change your Life and Increase Your Selling Capacity.
There is no emotional or mental discipline without physical discipline. Making consistent prospecting calls requires physical and psychological energy. Rev up and start your day with focus, energy and an internal smile.
It is only 30 minutes and I promise you that you’ll find one tidbit that will help you develop better physical and psychological health –
Reserve your Webinar seat for October 28th: https://www1.gotomeeting.com/register/728695008
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Forbes picked up on two of my blogs:
http://www.forbes.com/sites/salesforce/2014/09/09/savvy-self-promoter/
The 2nd blog article is below the 1st one (on the same page).

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Testimonial received last week: “I need to reschedule our coaching session. I had a rush of appointments/new business this week! I also closed on a $1 Million account yesterday in which I used the three questions you gave me on the initial appointment.”
R.F. Licensed Insurance Counselor, Certified Retirement Counselor
Connie Kadansky 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.
Please pass this newsletter to salespeople you know who are committed to creating a dynamic 4th quarter of 2014 so they have a prosperous 1st quarter of 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