Are You Too Nice to Close the Deal? | Connie Kadansky - 2031

Connie Kadansky was a highly motivated, highly goal-oriented salesperson, and she was still taking naps at two in the afternoon instead of prospecting. That contradiction sent her down a research rabbit hole that turned into a 29-year career studying sales call reluctance. Connie https://www.linkedin.com/in/conniekadansky/ broke down for me why being too nice is one of the most expensive habits a seller can have, and what to do about it instead. The Napping Salesperson Who Became a Call Reluctance Expert Years ago, Connie was a highly motivated, highly goal-oriented seller who kept finding herself taking naps at two in the afternoon instead of prospecting. That contradiction led her to a book called The Psychology of Sales Call Reluctance, written by two behavioral scientists, and eventually to their fear-free prospecting workshop and eight weeks of coaching. She's been a licensee with that research organization for 29 years, and still uses the same assessment to diagnose call reluctance in sellers today. Being Too Nice Is a Real, Named Problem: The Yielder Connie's research identifies 16 types of sales call reluctance, and the most costly one is called the yielder. Yielders are great with people. They can open a conversation and build rapport easily, but they struggle to move a conversation past that rapport into the next real step. The belief driving it: the nicer I am, the more they'll like me, and the more likely they are to buy. Connie is direct that this isn't true, and it leads yielders to back off and hope the prospect closes the deal for them. The Three Types of Yes You'll Hear in a Sales Conversation A committed yes means the prospect is genuinely engaged and agreeing to a real next step. A counterfeit yes sounds positive but has nothing behind it, things like "send over some information" or "call me in two months."A confirmation yes happens when a prospect confirms something concrete, like who else is involved in the decision. Yielders are the most likely to accept counterfeit yeses at face value and build their forecast on them. Nice Versus Kind Aren't the Same Thing Connie draws a clear line: nice is agreeable and comfortable. Kind is asking a question the prospect has never considered, and actually working to solve their problem. Her definition of selling is solving people's problems for a profit, and staying kind means keeping the conversation pointed at the actual problem instead of just keeping things pleasant. If there's no real problem to solve, no amount of niceness changes that. The relationship alone was never going to be what closed the deal. Stop Overinvesting in Rapport Spending too much time on small talk, weather, sports, general connection, feels productive to a yielder, but it isn't what closes business. Connie points out that most people don't buy because a rep shares their taste in baseball. They buy because the rep solved a real business problem. Her fix: be friendly, be kind, but get to the point quickly, and have real, prepared questions ready to move the conversation rather than lingering in rapport building. Understand the Objection, Don't Just Try to Overcome It Connie's approach breaks from the standard sales training instinct to power through and overcome objections. Instead, she teaches getting curious about the objection itself. Yielders tend to treat objections as conflict, and conflict is exactly what they're trying to avoid, so they steer around it instead of naming it directly. Her technique borrows from Chris Voss's negotiation work: label the emotional component behind the objection out loud, which takes practice but opens up a much deeper conversation. Get Curious to Go Beyond the Surface-Level Problem It's easy to stop at a surface-level answer, like a prospect saying they need a new CRM, and move straight to a quote without digging further. Connie recommends calibrated what and how questions, prepared in advance, to get past the surface answer to what's actually driving the frustration. Her rule of thumb: curiosity isn't intellectual, it's emotional. The best sellers can set aside their own agenda long enough to keep asking, sometimes with something as simple as "what else?" How to Actually Fix This in Yourself Connie's advice starts with getting genuinely curious as a practice, not just a technique, including reading about curiosity and noticing how much more interesting curious people's lives tend to be. She recommends writing the actual inner dialogue down on paper: naming the specific fears behind the hesitation, like fear of pushback on price or fear of a difficult implementation. The goal isn't to lose the warmth that makes yielders likable. It's pointing that same personality at pulling out the truth instead of avoiding it. "My definition for selling is solving people's problem for a profit." — Connie Kadansky Resources Connect with Connie Kadansky on LinkedIn. She publishes an article on sales call reluctance about once a week. https://www.linkedin.com/in/conniekadansky/Visit Connie's company, Exceptional Sales Performance, to learn more about her coaching and the SPQ assessment. https://exceptionalsales.com/Join our LinkedIn cohort and learn to prospect the right way. https://thesalesevangelist.com/linkedin-prospecting-course/Visit Blue Mango Studios for help creating podcast production content. https://bluemangostudios.com/ Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales https://www.hubspot.com/products/sales. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin https://tsesales.typeform.com/to/UCMfjZbX. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey http://thesalesevangelist.com/survey. https://tsesales.typeform.com/to/lc5yAa8P We’d love for you to join us for our next episodes by tuning in on Apple Podcast https://podcasts.apple.com/us/podcast/the-sales-evangelist/id788738885, Google Podcast https://podcasts.google.com/feed/aHR0cDovL3RoZXNhbGVzZXZhbmdlbGlzdC5saWJzeW4uY29tL3Jzcw?sa=X&ved=2ahUKEwj5kaXI3Pj2AhVKcjABHW5PDVwQ9sEGegQIARAC, Stitcher https://www.stitcher.com/show/the-sales-evangelist-sales-trainingspeakingbusiness-marketingdonald, or Spotify https://open.spotify.com/show/1NjzsFjQwVrgboUfDvbzd5?si=LdQOJDc1T-WBPMxr1h3RsA. Audio provided by Free SFX, https://freesfx.co.uk/ Soundstripe https://soundstripe.com/, and Bensound http://www.bensound.com/. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

• 0:00Speaker 00

  This episode is brought to you in part by the following TSC sponsors.

• 0:05Speaker 00

  You don't become the world's most valuable women's sports franchise by accident. Angel City Football Club did it with a little help from HubSpot. When they started, data was housed across multiple system. HubSpot unified their website, email, and fan experience in one platform. This allowed their small team of three to build an entire website in just three days. Three days. The results, nearly 350 new signups a week and 300% database growth in just two years. Visit hubspot.com to hear how HubSpot can help your team grow better.

• 0:46Speaker 00

  LinkedIn Sales Navigator is just plain awesome. Think about everything you need help with in sales. Finding the right buyers, prioritizing the right accounts, reaching out with the right message at the right time. LinkedIn Sales Navigator is built to help. With AI-powered recommendations and real-time account insight, it helps you spend less time searching and more time selling with focus and confidence, all powered by LinkedIn's network of over 1.2 billion professionals. It is the most dynamic buyer network. Accelerate your sales with LinkedIn Sales Navigator. Try it free for 60 days at LinkedIn.com/sell. Terms apply.

• 1:28Speaker 00

  This episode is brought to you in part by Blue Mango Studios. Imagine using a podcast as a lead generation source, not only attracting your ideal customer, but entertaining them and getting qualified leads. To find out more, go to bluemangostudios.com.

• 1:53Speaker 00

  Yes, sometimes you can be too nice and too nice is not going to help you close the deal. On today's episode, we're going to tackle that myth and we're going to tell you why being too nice is holding you back from making way more money. Check it out.

• 2:14Speaker 00

  Hey, hey, hey, everyone. Welcome to another great episode of the Sales Evangelist Podcast. I'm your host, Donald C. Kelly, the Sales Evangelist. And I'm so excited for another great episode. I'm so excited to be here with you today. And on this episode, we're bringing on the one and only Connie Kadansky. And on this episode, Connie is going to share why you are being too nice and how that is jeopardizing your business, especially as a sales professional who may not have the best close rate. If this is your first time listening to our podcast, please subscribe. If you've been listening for a minute, man, you gotta take that episode and share it with somebody else so they can get the benefit from it. Now Connie is going to break down, she comes with years of experience. She talks about her story of how she got involved in improving prospecting

• 2:56Speaker 00

  and working with some, with a few and a firm and how that she was able to get training and get some guidance after studying this book and get coaching and how this was able to help her with her prospecting. But then how this led to where she's at today. And now she helps teams across the globe to improve their sales and specifically helping them to be able to build pipeline and also to close more deals. So that's why she was perfect for this episode. So listen to her story as she dive in and see the three steps she shares on what you need to do to overcome your reluctance and your fear, especially being too nice when it's coming to the close. Check it out.

• 3:35Speaker 00

  Connie, welcome to the show.

• 3:36Speaker 01

  Thank you. I'm excited to be here.

• 3:38Speaker 00

  I am looking forward to this conversation, looking forward to talk to you. I bragged a little bit about you in a teaser and how you, the way you work with your clients and how you straightforward and help them. I would love for you to take a second and just maybe give us a little bit more about you and your business.

• 3:56Speaker 01

  Well, I was a salesperson that had sales call reluctance, highly motivated, highly goal oriented. And I was taking a nap at two o'clock in the afternoon. This was years ago and I thought, how did this happen? And I actually found the book, The Psychology of Sales Call Reluctance. Two behavioral scientists out of Dallas have researched it and massive research around it and have an assessment that measures it. And I flew to Dallas and went through their fear-free prospecting workshop. And then I coached with one of the behavioral scientists for eight weeks after. And at the end she goes, Connie, you really get this.

• 4:40Speaker 01

  Do you want to be one of our licensees? And so I've been a licensee for them for 29 years.

• 4:47Speaker 00

  Amazing, amazing. Congratulations. Clearly it works.

• 4:55Speaker 00

  And there's some power behind that. Connie, I am fascinated with the topic of call reluctance and overcoming that. I was one of those sellers that battled that as well and I was the too-nice guy. I didn't want to offend people. I was the people pleaser. And so when you share this topic, it resonated with me. There's three main things we're going to highlight today, but there's so many points that could come back on. But I would just love for you to highlight being too nice to close the deal. Is there even such a thing though? Can you be too nice? I mean, I thought people like the nice people.

• 5:28Speaker 01

  Yes, there is such a thing. And there are 16 types of call reluctance. The yielder is the number one type and it is the most costly. People with that yielder call reluctance that experience it, they are very good with people, very good with relationships. They can get in the door, they can start the conversation. It's hard for them to move to the next step beyond rapport building. And so having that courage to keep moving the conversation to the next step because they're very aware, they don't want to upset the client or the prospect.

• 6:09Speaker 01

  So they get into really thinking, the nicer I am, the better they'll like me and the more likely they will buy my product or service. And that's not true. And it's very real and they'll get to a certain point and then they'll back off hoping against hope that the prospect will close the sale for them.

• 6:34Speaker 00

  So why is it that the prospect does not move so much with the nice person? The too-nice person, let's clarify that.

• 6:43Speaker 01

  Well, they'll move with friendly. We all want to be friendly, but the people with this too-nice to close the deal are overly friendly, over rapport building. Instead of really being concise and remembering, this is not about me. What is my product or service solving? What is the business case this solves? And they rely too much on their charisma and personality.

• 7:13Speaker 00

  You know, and that, man, Connie, I wish, I wish we were friends like 20 years ago when I first started.

• 7:21Speaker 00

  You could have saved me some years of some deals going into the gutter. But that was the thing that I found with myself was being my, looking at the charismatic side and not having the, any sustenance, so to speak, to the meat of it. So I want to go into the three main points you talked about. One of them that stood out to me first was they dance to the close. What do you mean by that? They dance to the close?

• 7:47Speaker 01

  Well, they'll get up to asking that really critical question. And so some of your listeners that are feeling, oh, you know, that might be me, is just to be able to say, so what's the next step here? What's the next step? If salespeople would just stop talking and when they get people to a certain interest level, ask, what is the next step? Then that can really solve part of that to be able to move the conversation forward.

• 8:21Speaker 00

  It's so, it's more, sometimes people are not asking that than you would say? Or they're just more so, I'm going to talk about my feature, talk about a product enough that the prospect will, like you said at the beginning, they quote unquote, try to close themselves or I hope they close themselves. Is that what you see?

• 8:38Speaker 01

  Yes. And also there are three types of yeses that salespeople can get when they're having a conversation. It's a committed yes, a counterfeit yes, or a confirmation yes. People with

• 8:52Speaker 00

  You gotta tell me those three.

• 8:54Speaker 01

  You want me to repeat it?

• 8:55Speaker 00

  No, you gotta tell me what those three is. Break down those three for me. You got me.

• 8:59Speaker 01

  So a committed yes is just truly, I'm committed to the next step. Oftentimes, salespeople have to find out certain information from a prospect. You know, are you opposed to sharing with me X? And getting a committed so that the prospect is actually engaged in the conversation. And a counterfeit yes is, oh yeah, I'm interested. Send over some information or let's talk next time or give me a call in two months. Right? So that really is a counterfeit yes. There's no solidity to it at all. And then a confirmation is when you say, who besides you is the decision maker?

• 9:43Speaker 01

  Then they can get a confirmation. And with people with that yielder call reluctance, oftentimes they can give counterfeit yeses and they will accept the counterfeit yes.

• 9:58Speaker 00

  Interesting. I think that's the part where sometimes we miss that as a seller, those counterfeit yeses. And it's almost like you take everything and you run without any real confirmation and you go put this to the bank, so to speak, and wonder why the deal wasn't closing? Cause it wasn't there as a counterfeit. There was nothing behind it, carrying the weight. All right. So we're dead.

• 10:20Speaker 01

  I'll give you a quick example. One time I was prospecting someone and he would say, call me back, you know, certain, certain time. And then I'd call back, follow up. And one day I said, you know what? On a scale of one to 10, what's the likelihood of you ever doing business with me? He said, a two.

• 10:38Speaker 00

  Oh my goodness.

• 10:39Speaker 01

  I know. And I said, okay, why don't I take you off my list? And he said, that would be a good idea.

• 10:47Speaker 00

  Why would he keep saying? It was a counterfeit the whole time.

• 10:51Speaker 01

  Yes, it was the counterfeit the whole time. And I think part of it was we were out and about in the community. And he probably just didn't want to, I don't know what it was. But, but sometimes it's good for us to be able to have the courage to say, you know, it seems like that there's something here that keeps you from moving forward to be able to. It seems like you may have some hesitancy here. And to be able to be courageous enough to call out what we're experiencing. And people with the Yilder call reluctance, it's hard for them to do that.

• 11:38Speaker 00

  Mistakes That Made Me, hosted by Iman Ismail, is brought to you by the HubSpot Podcast Network, the audio destination for business professionals. Mistakes That Made Me is the podcast that asks extraordinary business owners to share their biggest business mistakes, so you know what not to do on your road to success. Join Iman Ismail as she chats with some of the smartest minds in business about how to push through failure and accept it as an important and necessary part of building a business. Because it turns out your biggest business mistakes often lead to your biggest lessons and then your biggest blessings. One of the latest episodes that just totally resonated was ignoring my cash flow almost cost me my business. And many of us can relate to that.

• 12:22Speaker 00

  If you run a business, sometimes you kind of not focus on the most important thing. The guest was Sandra Booker. Iman has amazing insights and amazing guests, and I highly recommend you check out the podcast. Listen to Mistakes That Made Me wherever you get your podcasts.

• 12:41Speaker 00

  I could see the nice person not wanting to have that friction in the conversation, not even asking that, and keep going along through the process with the hopes that the next call would be great, not understanding, they're thinking that that seller, you probably thought this was maybe at one point a six or a seven, maybe an eight. But here's dude saying he's a two. And I wonder how many people have that gap in their sales right now with the people that they're talking to? You know what I mean?

• 13:10Speaker 01

  Yes, it's possible.

• 13:12Speaker 00

  So you just gotta be open, be direct.

• 13:15Speaker 01

  Well, and you know, there's a difference between being nice and kind.

• 13:20Speaker 00

  Okay, what's that different?

• 13:23Speaker 01

  Well, being nice is just, you know, it's kind of, it's okay to be nice. But being kind is actually asking a question that the prospect has never thought about before. Being kind is solving their problem. My definition for selling is solving people's problem for a profit. And being kind to keep the conversation directed toward what this problem is? How can we help you solve it? Is there a problem?

• 13:57Speaker 00

  If there's not a problem, then no matter how nice you are, you can't solve it, right?

• 14:01Speaker 01

  No, no. So if you've made a good friend, I always tease people. I say, you get a check at the end of the month that says down in the corner, a friendship bonus?

• 14:13Speaker 00

  I haven't gotten that yet.

• 14:18Speaker 00

  Connie, I'm curious about the taking too much time. Sometimes people are so nice and they take too much time. It kind of goes along to the idea of dancing, but you know, what does that look like? Do you have any examples of where you've helped sellers that were just taking way too much time?

• 14:34Speaker 01

  Well, yes, because they spend too much time to develop the connection with the prospect. And just talking about baseball, the weather, et cetera, instead of getting to the point. And people are busy, people have things going on. Unless they're prospecting someone who also has that personality that wants to connect. But in our world, and it just is not good anymore. And I really appreciated one of your previous guests that was an executive. He said, to be able to say, you know what, let's just jump right into this and let's get down to business.

• 15:17Speaker 01

  And just thinking that I've got a great personality, people like me, I have charisma. It's not about, you want to connect and do your best, but not overly. And we're talking about the overemphasis on the relationship.

• 15:36Speaker 00

  You know, fascinating on that, because I've always, everyone, when you, when I first started selling, you would always hear like, you know, to build rapport and people do business with those they know, like and trust. And I think sometimes people just drink a heavy dose, overdose on that portion of, you know, we gotta build rapport, because they assume if you do make that connection about baseball, that's gonna help. I don't think I've closed a deal with someone because, or I said yes to them because they liked baseball or soccer like I do. It was because they could solve a business problem that I was facing. You know what I mean?

• 16:09Speaker 01

  Yes.

• 16:10Speaker 00

  How do you help sellers in those situations, though?

• 16:12Speaker 01

  Well, it all comes down to awareness, to be aware. And where we really pay attention to our inner dialogue. And just notice and remember, timing is everything. But oftentimes it's really having a structured process. And you can be friendly, you can be kind, but get to the point quickly. And then having some really good, concrete questions to keep that conversation going. To find out, are they a qualified prospect? What problem can I solve?

• 16:54Speaker 01

  If they're dealing with another vendor, what is missing in that relationship with that other vendor? What could that other vendor do that they're not doing? So to be able to really do those kind, have those kind of questions that engage quickly. And, you know, when we ask a good what or how question, we're forcing the executive brain of the prospect to engage with us. And stay focused on that.

• 17:23Speaker 00

  I like it. I love the idea that executive brains to help us stay focused on it. Simple, love it, great for us to go to. This leads me naturally to the next component, where you mentioned to me before that you're not overcoming objections. Your goal is to understand objections. And I may have quoted it wrong, but sometimes sellers are trying to, those who are too nice are trying so much to overcome, but they don't understand the objection. Can you talk to me about that, bring some clarity to that for me?

• 17:54Speaker 01

  Well, yes, and that's where I come from a very different perspective. I work with a lot of sales organizations that are just overcome that objection. And it really isn't. It is getting curious and fascinated about that objection and be able to label it, name it, and go into it. People that are too nice to close the deal, they consider that conflict and they don't want conflict. Well, the conflict is the situation, the conflict is the objection. So help to understand, you know, to be able to say, it seems like that there's some hesitancy here.

• 18:39Speaker 01

  Or help me understand, to be able to really pull that out, that's where the real juicy conversations come in.

• 18:53Speaker 00

  Think about all the things you wish you had help with in sales. Finding the right buyers, knowing which account to prioritize, reaching out with the right message at the right time. LinkedIn Sales Navigator is built to help with exactly that. It uses AI-powered recommendation to surface leads and accounts that match your goals. So you spend less time searching and more time selling. You get real-time account insights that help you grow your pipeline, personalize outreach, and stay informed about buyer activities. It can't replace the work of selling, but it gives you the data and visibility to sell with more focus and confidence. That's what we need. All of this is powered by LinkedIn's network of over 1.2 billion professionals.

• 19:37Speaker 00

  The most dynamic buyer network, working just for you. Accelerate your sales with LinkedIn Sales Navigator. Try LinkedIn Sales Navigator now with a free 60-day trial at LinkedIn.com/sell. That's LinkedIn.com/sell. Terms and conditions apply.

• 19:58Speaker 00

  Since 2013, we launched this podcast. The goal of the podcast was to share wealth of information, and I feel that we've successfully done so. As a natural byproduct, listeners like you would reach out and ask, could I coach them? Could I train their team? Could I come and speak in an S K O? Could I consult for them? And that is how we gain the majority of our business, and still to this day. So in 2019, one of our clients saw what we did and asked, could we do that for them? We experimented with it and we started a podcast production agency. Now we create podcasts for some of the biggest brands in the world, and it's amazing. I would love to show you and your team how we can create podcasts for you and use it as an entertaining source, but also educational and a lead generation.

• 20:41Speaker 00

  If you're interested, go to bluemangostudios.com. Again, bluemangostudios.com, and our team can show you exactly what we did. It's amazing.

• 20:56Speaker 00

  How do you teach sellers to do that though? Especially ones that are not used to doing that? Say you have a sales leader and she's listening to this episode and thinking is like, man, this is great. I have some sellers and they fall in a category short of hiring you. But just like we're trying to triage and help a salesperson. How do you help a seller get out of that mentality?

• 21:14Speaker 01

  Well, is it's really a negotiation. So never split the difference with Chris Voss. I do class than that. Where it's the, when there ever is an I need or I want, it is a negotiation. And so the number two technique is to learn how to label the emotional component. What is the prospect thinking and feeling about their problem? It takes a lot of practice, but wow, it works. And so many people who I read that book. Well, I think one in a thousand actually implements at the speed of instruction.

• 21:56Speaker 01

  And it's to just to really understand and lean in and forget about, you know, it's not about me, it's about solving this problem.

• 22:09Speaker 00

  I feel like sometimes people solve the surface level problems though. When that goes on, if they're too nice, like it's very easy for you to just get to, yeah, I'm looking for a new CRM. And we had, you know, we're so nice. We get to that part and we don't go to the deeper levels. How do you coach them, similar to what we talked about at the beginning, to go deeper with some of those? In a disco, in a discovery call, to go deeper beyond those surface level problems?

• 22:34Speaker 01

  Well, it's having really, really good calibrated questions. What and how? And what do you want to be different in your CRM system? What is your CRM system causing so much frustration? And having some of those questions prepared ahead of time, then you do get to the bottom of it. You get to find out what is really hiding here that maybe the prospect knows, but doesn't want me to know? Or maybe they know, maybe they don't know. And so having that kind of conversation and curiosity, I think that curiosity is not intellectual.

• 23:18Speaker 01

  Curiosity is emotional and it's an emotional quality and it's a curiosity. And I can tell you, I think that is a major difference in somebody who is incredibly good at sales and somebody who isn't. How curious are they? Can they forget about themselves and just get really curious? You know, what do you mean by that? And then when people start talking, I had a salesperson say, if I would just say, what else? Just say, and what else? And what else? So kind of like, and what's the next step?

• 24:00Speaker 00

  Yeah. That what else I, it has proven to be very successful in being a very simple phrase. What else? I find when I use that prospects are like, they feel like, okay, he understands there's more. And the way I look at it too, Connie is like, if somebody is, if I meet you for the first time, I'm probably not going to tell you about the family drama and the skeletons in the closet. That Uncle Joe is, you know, whatever. He's a, is an alcoholic. I am not going to, in our first conversation. But what might happen over time is that as you start talking to me and I start getting, you know, more information to you, not because you're nicer to me. It's just because you, we start having more dialogue. I peel back layers and I start giving more.

• 24:45Speaker 00

  And usually like, again, I found when somebody tell me like, even at CRM, you know, yeah, the CRM isn't working and you start peeling back that layer, you start getting more. But I remember those times where I went with the surface level pain. Yes, they need a CRM, so I'm going to give them a quote and darn tootin', they're going to buy. And then next thing you know, they're twos on a scale of one to 10. And I never knew that, but they ended up ghosting me and never purchased from me. So I really, this has been, I wish I could keep you for like another hour. But, but this is just, these three things I know are a tip of the iceberg with some of the content that you have, that, you know, more that you have that you can share with people. But if there's one major takeaway, you'd like somebody to leave this episode with,

• 25:26Speaker 00

  whether it's a sales leader or a sales rep, what's that one major piece of advice you want them to leave with? When it comes to stop being so darn nice?

• 25:34Speaker 01

  Well, is number one, get curious. Read books about curiosity. Notice people who are curious and how much more interesting their life is. And then also when hesitating to close the deal, write the inner dialogue on paper. I'm afraid of this. I'm afraid that they're going to balk at the pricing. I'm afraid that our price is too high. I'm afraid that implementation. And really narrow down, what are those fears on paper? Because so many times it's kind of like that little voice in the head that we want to ignore them,

• 26:18Speaker 01

  ignore nothing, no matter what somebody says, ignore nothing. And use your really dynamic personality. And I'm sure you have a friendly tone. Bring that tone in and because it's often very gentle. And then that gentle tone is going to be able to coax the truth out of the prospect to find out, is this really a good solution for them?

• 26:46Speaker 00

  Oh, Connie, I love it. I love it. If somebody's listening to this episode, they want to connect with you, what's the best way for them to go about doing so?

• 26:54Speaker 01

  Well, LinkedIn, Connie Kadansky is good. And my website, my phone number is right up there. You can call me and you can email me. I'm one of the few people who on LinkedIn, I provide my phone number and email address in the contact information. And so I'm happy to have a conversation with you. And you can also subscribe to my LinkedIn articles. I'm doing maybe one a week and they're really zeroing in on reluctance as a total.

• 27:27Speaker 00

  Love it. Well, I'm going to put that in the show notes so folks can quickly get access to it. Connie, thank you for taking the time to come on the show today. Truly appreciate you.

• 27:35Speaker 01

  Oh, thank you too. Thank you, Donald.

• 27:43Speaker 00

  Hey, that was Connie. I'm telling you that stuff was good. If you haven't done so already, please go ahead and connect with Connie. Tell her you heard her here on the Sales Evangelist Podcast. And let her know that you are going to apply the things. I mean, that's the piece that many of us love when we go on podcasts and we share insights and I share tips with you on these shows because I want you to apply it and I want you to see results. And if you go and tell Connie that, I don't know, she's going to be pumped and overjoyed. So tell her about it. You can connect with her on LinkedIn as well. You can find her details in the show below, in the show notes, as well as, I would love for you to take this episode and share it with your team or one person that you know could benefit from it. Again, I want you to thrive. I want you to succeed. I want you to be able to not dance all the way up to the close and be too nice and lose it.

• 28:26Speaker 00

  I want you to be able to close precisely and help people solve problems. I want you to understand their objections and I want you to be curious as Connie shared. And I want to make sure that you recognize you have value. But most importantly, I want you to go out and do big things. See you on the next one.

• 28:48Speaker 00

  The Sales Evangelist Podcast is created by the Sales Evangelist Sales Training Organization. It is produced by TSE Studios. Our podcast production manager is Nancy Paul. Our audio engineer is Jershen Obayal. Our video engineer is Dusan Kunado. Guest management is done by Jill Vito and Kristy Virtus. Our content writer is Carlisa Galberith. Our graphic designer is Yurvish Savalia. And I'm your host and executive producer, Donald C. Kelly.

• 29:22Speaker 00

  Sales Podcast Network.