data.com 2014 are you too nice to close the deal
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@conniekadansky @connectmembersTRANSCRIPT
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@ConnectMembers
Data.com
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Are you too nice to close the deal?
byConnie Kadansky, MA, PCC
Helping salespeople get their “ask” in gear!
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70%
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Mindset Process Skills
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Current Reality Desired Result
Point A Point B
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Superficial Details
Facts
Opinions
Feelings
Insights
Meaning
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Mental response to a perceived threat.
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Yielder Call Reluctance
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Account Manager
Vs.
Account Developer
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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.
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Expectation Belief/MindsetThink
Feel
Do
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They’ll be upset that I interrupted them. I hate
this.
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If I’m too pushy, they will not take my phone call.
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Awareness
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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
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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.
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Admission
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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.
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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.
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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
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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…”
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5. Do the power stance with hands on hips 60 seconds a day.
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6. Consultation$197 to take the assessment, personal consult with me and one of the world’s best selling business books:
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ConnectCon 2014
Las Vegas: The Inner Game of Business: Why Optimists Do Not Fail
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Questions?