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Connie kadansky   overcoming sales reluctance - small business summit 2012
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Connie kadansky overcoming sales reluctance - small business summit 2012

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  • 1. Inner Game ofProspecting: How toOvercome Sales Call Reluctance by Connie Kadansky, MA, PCCHelping salespeople get their “ask” in gear!
  • 2. Current Reality Desired ResultHope Hope Hope
  • 3. Conversations!
  • 4. Write the name of a person or an organizationthat . . .
  • 5. Someday I’ll . . .
  • 6. Write down the firstthought that comes tomind.
  • 7. I don’t want to bother them.
  • 8. They will say they arehappy with theircurrent vendor.
  • 9. They’ll think I’m trying to sell them something.
  • 10. They’ll wantthe cheapest price
  • 11. They’ll think I’m desparate.
  • 12. They’ll think I’m pushy.
  • 13. Negative Negative Behaviors ResultsInterpretation Emotions
  • 14. Shift evitcepsrep?
  • 15. FLIP Your Card Over. . .
  • 16. Psyche UpToo Nice to Close the Deal