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Inner Game ofProspecting: How toOvercome Sales Call    Reluctance               by    Connie Kadansky, MA, PCCHelping sale...
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
Connie kadansky   overcoming sales reluctance - small business summit 2012
Connie kadansky   overcoming sales reluctance - small business summit 2012
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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Transcript of "Connie kadansky overcoming sales reluctance - small business summit 2012"

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