Connie kadansky overcoming sales reluctance - small business summit 2012
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Inner Game of Prospecting: How to Overcome Sales Call Reluctance by Connie Kadansky, MA, PCC Helping salespeople get their “ask” in gear!
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Transcript of Connie kadansky overcoming sales reluctance - small business summit 2012
Inner Game of Prospecting: How to Overcome Sales
Call Reluctanceby
Connie Kadansky, MA, PCC
Helping salespeople get their “ask” in gear!
Current Reality Desired Result
Hope Hope Hope
Conversations!
Write the name of a person or an organization that . . .
Someday I’ll . . .
Write down the first thought that comes to mind.
I don’t want to bother
them.
They will say they are happy with their current vendor.
They’ll think I’m trying to sell them something.
They’ll want the cheapest
price
They’ll think I’m desparate.
They’ll think I’m pushy.
Negative Interpretatio
n
NegativeEmotions
Behaviors Results
Shift evitcepsrep?
FLIP Your Card Over. . .
Psyche UpToo Nice to Close the
Deal
