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Are you too nice to close the deal?

byConnie Kadansky, MA, PCC

Helping salespeople get their “ask” in gear!

70%

Mindset Process Skills

Current Reality Desired Result

Point A Point B

Superficial Details

Facts

Opinions

Feelings

Insights

Meaning

Mental response to a perceived threat.

Yielder Call Reluctance

Account Manager

Vs.

Account Developer

Leave appointments without getting firm commitment from the prospect for the next step.Have unanswered questions they are afraid to ask.String out closing the sale.

Expectation Belief/MindsetThink

Feel

Do

They’ll be upset that I interrupted them. I hate

this.

If I’m too pushy, they will not take my phone call.

Awareness

AssessmentNot assertive in making recommendations or asking for the business.No response to “let me think it over”Engages in excessive amounts of visiting or chit-chat

Goes off on irrelevant, ‘rapport-building’ and time-consuming tangents.Appears excessively friendly or folksy so as not to sound push or close-orientedDoes not take control of the call Does not have pattern interrupts planned out when they are prospecting.

Admission

Inner Dialogue Change

I am frustrated because I am not meeting my goals.CHANGE TO: I am experiencing frustration in this moment, however, frustration is NOT who I am.

I am afraid to ask for the sale.

CHANGE TO: I am experiencing fear when it comes to asking for the sale. However, fear is not who I am.

1. Answer this ?: What is your current mindset about your ability to close business? Is it serving you or not serving you? What can you do to learn about creating a more open/learner mindset? What is your process? If you don’t have one or are not following one, I beg you to do something about this.

Summary

3. Admit to yourself and your manager/trainer where you are yielding in your prospecting activity and your selling activity? Role-play those specific areas.4. Monitor your inner dialogue of what you are saying after the words “I am” – if the words are negative – shift to “I am experiencing…”

5. Do the power stance with hands on hips 60 seconds a day.

6. Consultation$197 to take the assessment, personal consult with me and one of the world’s best selling business books:

ConnectCon 2014

Las Vegas: The Inner Game of Business: Why Optimists Do Not Fail

Questions?

Connie Kadanskyconnie@exceptionalsales.com

exceptionalsales.com602-997-1101