EP272: Connie Kadansky - How to Overcome Sales Call Reluctance

Connie Kadansky: So it's really helping them convince themselves that they have value and coming from that particular mindset, that's where the mind gets set and not these self-protective barriers that are keeping them from being more successful. You're listening to The Successful Bookkeeper with your host, Michael Palmer. Listen each week as inspiring guests share their secrets of success to help you increase your confidence, work smarter, and build a business you love. This episode of The Successful Bookkeeper is brought to you by PureBookkeeping.com, the proven system to grow your bookkeeping business. Welcome back. Welcome to the Successful Bookkeeper Podcast. I am your host, Michael Palmer, and today's show is going to be a great one. Our guest is a recognized sales expert who is focused on tackling sales call reluctance and is helping salespeople and business owners keep their pipeline full. She has worked with powerhouse organizations including Fortune 50 corporations like Xerox, Bank of America, and Wells Fargo. Connie Kadansky, welcome to the show. Thank you, Michael. I'm so pleased to be here. It's great to have you. And you know, sales call reluctance. The moment I saw that, I thought, oh boy, this is going to be delicious. So Connie, before we get into all of that, tell us about you, your career journey leading up to this point.

Michael Palmer: Well, my first sales opportunity was when I was 5 years old and my piano teacher had me selling poppies on Veterans Day to all the neighbors. I had more fun than my Pekingese puppy. Asked people to buy and they said yes. And so I believe that when you really look at people who enjoy sales, there's something that we get emotionally by convincing people to do something. So I think I was born with that fun part of enjoying that process. So fast forward to having a paper route, and then I went on to court reporting, believe it or not, because I was a really fast typist. And then that led me to working with a prominent attorney, and then I got into sales. And I experienced sales call reluctance, which is that emotional hesitation to proactively prospect and promote myself. And I needed to cure that because I was determined to succeed. So my solution to the call reluctance actually led me to the most fun 25-year career imaginable. So for the last 25 years, I have trained and coached thousands of sales professionals in hundreds of companies, large and small. It's remarkable. Absolutely remarkable. And what's