How to Overcome Sales Call Reluctance- Webinar slide deck

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eGrabber and Exceptional Sales PerformancePresents

The Inner Game of Prospecting: How to Overcome Sales Call Reluctance

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Speaker Profiles

Clinton RozarioProduct Manager | Software ArchitecteGrabber Inc.

Speaker Speaker

#eGrabberAR |@egrabberAR

Connie Kadansky, PCCSales Call Reluctance CoachExceptional Sales Performance

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Connie Kadanasky - @ckadanskyClinton - @clintonrozarioeGrabber - @eGrabberAR

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Inner Game of Prospecting: How to Overcome Sales Call Reluctance

Connie Kadansky, MA, PCC: Helping salespeople get their “ask” in gear!

Watch the webinar recording here

http://bit.ly/SalesCallReluctance

Mindset ProcessSkillful

Execution

Visibility Management

Critical Behaviors

Position

Make sure you Get Noticed

Style

Make sure they Remember You!

Repetition

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Solid Platform for Top Sales Performance

1. Visibility, Visibility, Visibility

2. Credibility (Worthy of confidence)

3. Laser Sharp Unique Value Proposition

How do you know if you are Call Reluctant?

Conversations!

Sales Model

• Identify Prospects (so that)

• Initiate Contact (so that)

• Introduce Yourself, Your Products and

Services (so that)

• Inform (so that)

• Influence them to buy from You!

Identify Prospects:

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etc.

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PROSPECT

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Single Best Predictor of Sales Success

There is a high correlation between

prospecting and sales success.

Successful Salespeople Experience Pain!

We are free to choose:

• Pain of Discipline

• Pain of Regret

Sales Call Reluctance is an

emotional hesitation to initiate

contact with prospects.

Two Ways to View Prospecting

Emotional Threat?

4 Steps to Eliminating Call Reluctance

1. AWARE

2. ASSESS

3. ADMIT

4. APPLY

When you are ready to pick

up the phone and you STOP. .

.

Overpreparer

Yielder Behavior

Telephobia

Technique for Overcoming Sales Call Reluctance:

Thought Realignment

Attitude Belief

Think

Feel

Do

Negative

EmotionsBehaviors Results

Fear of Rejection is

a Negative

Interpretation

What Blocks your Success?

• Limited Beliefs

• Assumptions

(experience + emotion)

• Perspectives/Interpretations

• Inner Critic (usually mean and

destructive)

What if I

mess up?

They’ll say they are

not interested.

I don’t want to

sound scripted.

They’ll think I’m trying to

sell them something.

They have been called

by 11 recruiters today.

This is stupid.

I’ll blow

the contact.

I feel inadequate

They’ll be upset that I

interrupted them. I hate

this.

Unresolved Issues with Sales Call

Reluctance do not get better.

Neutralize the Negative

Hypothalamus

What would it be like to be at ease with

prospecting?

It’s all going to

work out!

Today is the most

exciting day of my

life!

Confidence is the ability

to transform fear into focused related

thinking, communication and action.

End of the Day Routine

Speaking/Training Events

Connie [email protected]

exceptionalsales.com

602-997-1101

FLAT FEE =

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For $1245, you get• Account-Researcher AND• 2 Sales Reluctance

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Thank You !!!