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

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