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How to Develop a Winning Prospecting Mindset

Connie Kadansky, PCC

Helping salespeople get their “ask” in gear!

• “To be extraordinarily successful and to make a lot of money, you must change the way you think.” – Tim Foley, Sales

Mindset ProcessSkillful

Execution

Mindset

Ability to process

information

quickly

Why have a Winning Prospecting Mindset?• Bounce back quickly• You’ll feel good about you!• Accelerate achieving goals• Enhance resilience & overall outlook• Proactive and focused on key priorities• Improve preparation & confidence prior to key

events

The “Thin Threads”

You are selling your self-image.

• What do you believe about your value? What do you believe about the value of your products and/or services?

Selling is. . . .

• Finding and solving people’s problems for a profit.

Imagine. . .

It wouldn’t have been worth it to talk with him – I’m sure he wouldn’t have wanted to meet

with us – I might as well skip the next

call, too.

I better tell all my co-workers about my experience. At least they’ll know I am doing some

prospecting.

Hey, I obviously caught this guy at a bad time. I wonder if he might be frustrated about

something other than my call? Maybe I’ll leave him a

voicemail later.

Improve Real Quality of Life

• Comes from a “revised” interpretation of events that shape your daily life.

Know Your Numbers

• What is your optimal number that corresponds to peak performance?

• 2% of sales are made on the 1st attempt• 3% of sales are made on the 2nd attempt• 5% of sales are made on the 3rd attempt• 10% of sales are made on the 4th attempt• 80% of sales are made on the 5th attempt

• 46% of reps give up after 1st attempt• 22% abort after 2nd unsuccessful attempt• 14% never get past the 3rd try

82%

• Strategy• Structure• Skillfully Execute

• Chunk it Down!• Daily Activities• Numbers

Conversations!

How much “news” are you consuming?

How much beauty are you

consuming?

Self-Defeating Behaviors• Fear• Distractions• Perfectionism• Stubbornness• Lack of motivation

Unresolved Issues with Sales Call Reluctance do not get better.

• How am I consistently demonstrating excellence?

What would it be like to believe in my value?

What am I making it mean?

What else is possible?

Take-Aways

• What concept brought more awareness for you today?

Speaking/Training Events: 1-1 Coaching

Connie Kadanskyconnie@exceptionalsales.comexceptionalsales.com602-997-1101