how to overcome sales call reluctance- webinar slide deck
TRANSCRIPT
![Page 1: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/1.jpg)
1
eGrabber and Exceptional Sales PerformancePresents
The Inner Game of Prospecting: How to Overcome Sales Call Reluctance
![Page 2: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/2.jpg)
2
Speaker Profiles
Clinton RozarioProduct Manager | Software ArchitecteGrabber Inc.
Speaker Speaker
#eGrabberAR |@egrabberAR
Connie Kadansky, PCCSales Call Reluctance CoachExceptional Sales Performance
![Page 3: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/3.jpg)
Follow Us On Twitter!
Connie Kadanasky - @ckadanskyClinton - @clintonrozarioeGrabber - @eGrabberAR
Tweet your questions /comments with
#eGrabberWebinar
#eGrabberwebinar|@egrabberAR
![Page 4: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/4.jpg)
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
![Page 5: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/5.jpg)
Mindset ProcessSkillful
Execution
![Page 6: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/6.jpg)
![Page 7: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/7.jpg)
![Page 8: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/8.jpg)
![Page 9: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/9.jpg)
Visibility Management
![Page 10: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/10.jpg)
Critical Behaviors
Position
Make sure you Get Noticed
Style
Make sure they Remember You!
Repetition
Show Up Consistently
![Page 11: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/11.jpg)
70.8%
![Page 12: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/12.jpg)
Solid Platform for Top Sales Performance
1. Visibility, Visibility, Visibility
2. Credibility (Worthy of confidence)
3. Laser Sharp Unique Value Proposition
![Page 13: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/13.jpg)
How do you know if you are Call Reluctant?
![Page 14: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/14.jpg)
Conversations!
![Page 15: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/15.jpg)
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!
![Page 16: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/16.jpg)
Identify Prospects:
Egrabber tools to help you build your lists,
etc.
Click here to build your own lists
![Page 17: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/17.jpg)
PROSPECT
#eGrabberwebinar|@egrabberAR
![Page 18: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/18.jpg)
Disclaimer - This tool is not approved by LinkedIn, Google, Bing or Others. Tool only extracts data users can already copy-paste.
BACK NEXTHOME
Find Email / Phoneof LinkedIn / others..
• How Append email &
Phone works?
• Account-Researcher
Pricing
Missing Email Missing Phone
NO 2nd chance at InMail / Connect
Will he ignore? Will he ‘I-Don't-Know’ my request?
![Page 19: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/19.jpg)
Disclaimer - This tool is not approved by LinkedIn, Google, Bing or Others. Tool only extracts data users can already copy-paste.
BACK NEXTHOME
Find Email / Phoneof LinkedIn / others..
• How Append email &
Phone works?
• Account-Researcher
Pricing
Click Account-Researcher
![Page 20: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/20.jpg)
Disclaimer - This tool is not approved by LinkedIn, Google, Bing or Others. Tool only extracts data users can already copy-paste.
BACK NEXTHOME
Find Email / Phoneof LinkedIn / others..
• How Append email &
Phone works?
• Account-Researcher
Pricing
![Page 21: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/21.jpg)
Disclaimer - This tool is not approved by LinkedIn, Google, Bing or Others. Tool only extracts data users can already copy-paste.
BACK NEXTHOME
Find Email / Phoneof LinkedIn / others..
• How Append email &
Phone works?
• Account-Researcher
Pricing
![Page 22: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/22.jpg)
Disclaimer - This tool is not approved by LinkedIn, Google, Bing or Others. Tool only extracts data users can already copy-paste.
BACK NEXTHOME
Find Email / Phoneof LinkedIn / others..
• How Append email &
Phone works?
• Account-Researcher
Pricing
DownloadeGrabber Account-Researcher
free trial here
![Page 23: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/23.jpg)
Internet
MembershipDirectories
FinancialDocuments
White Papers
CompanyWebsite
SearchEngines
Social Profile
Forums,Discussions,
Chats
Proprietary Database
News &
Press
Patents
Blogs
Social Networks
Sources Found Email Projected Email
Disclaimer - This tool is not approved by LinkedIn, Google, Bing or Others. Tool only extracts data users can already copy-paste.
BACK NEXTHOME
Find Email / Phoneof LinkedIn / others..
• How Append email &
Phone works?
• Account-Researcher
Pricing
Finde-mail & Phone
PatentAccuracy
![Page 24: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/24.jpg)
Internet
Sources Found Email Projected Email Accuracy
Disclaimer - This tool is not approved by LinkedIn, Google, Bing or Others. Tool only extracts data users can already copy-paste.
BACK NEXTHOME
Find Email / Phoneof LinkedIn / others..
• How Append email &
Phone works?
• Account-Researcher
Pricing
Finde-mail & Phone
Patent
![Page 25: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/25.jpg)
Internet
Sources Found Email Projected Email Accuracy
Disclaimer - This tool is not approved by LinkedIn, Google, Bing or Others. Tool only extracts data users can already copy-paste.
BACK NEXTHOME
Find Email / Phoneof LinkedIn / others..
• How Append email &
Phone works?
• Account-Researcher
Pricing
Finde-mail & Phone
Patent
![Page 26: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/26.jpg)
If Found on the Internet
95%+Hit Rate
Intelligent Statistical Projection
3xmore accurate than guessing
Find all Information on Public Internet
Sources Found Email Projected Email Accuracy
BACK NEXTHOME
• How Append email &
Phone works?
Find Email / Phoneof LinkedIn / others..
• Account-Researcher
Pricing
Patent
Disclaimer - This tool is not approved by LinkedIn, Google, Bing or Others. Tool only extracts data users can already copy-paste.
![Page 27: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/27.jpg)
We’ve patented this Email Append Process!
Disclaimer - This tool is not approved by LinkedIn, Google, Bing or Others. Tool only extracts data users can already copy-paste.
BACK NEXTHOME
• How Append email &
Phone works?
Find Email / Phoneof LinkedIn / others..
• Account-Researcher
Pricing
PatentSources Found Email Projected Email Accuracy
![Page 28: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/28.jpg)
Disclaimer - This tool is not approved by LinkedIn, Google, Bing or Others. Tool only extracts data users can already copy-paste.
BACK NEXTHOME
Find Email / Phoneof LinkedIn / others..
• How Append email &
Phone works?
• Account-Researcher
Pricing
Excel 2013
Outlook 2013
ACT! 2013
CSV format …
Salesforce.com
PCRecruiter.com
Transfers To
![Page 29: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/29.jpg)
PAY PER EMAIL FLAT FEE!!
Great for 7,000+ eMails / year
![Page 30: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/30.jpg)
15 minute demo?
Clinton RozarioProduct Manager | Software ArchitecteGrabber Inc.
![Page 31: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/31.jpg)
Single Best Predictor of Sales Success
There is a high correlation between
prospecting and sales success.
![Page 32: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/32.jpg)
![Page 33: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/33.jpg)
Successful Salespeople Experience Pain!
We are free to choose:
• Pain of Discipline
• Pain of Regret
![Page 34: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/34.jpg)
![Page 35: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/35.jpg)
Sales Call Reluctance is an
emotional hesitation to initiate
contact with prospects.
![Page 36: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/36.jpg)
Two Ways to View Prospecting
![Page 37: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/37.jpg)
Emotional Threat?
![Page 38: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/38.jpg)
4 Steps to Eliminating Call Reluctance
1. AWARE
2. ASSESS
3. ADMIT
4. APPLY
![Page 39: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/39.jpg)
When you are ready to pick
up the phone and you STOP. .
.
![Page 40: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/40.jpg)
![Page 41: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/41.jpg)
Overpreparer
![Page 42: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/42.jpg)
Yielder Behavior
![Page 43: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/43.jpg)
Telephobia
![Page 44: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/44.jpg)
Technique for Overcoming Sales Call Reluctance:
Thought Realignment
Attitude Belief
Think
Feel
Do
![Page 45: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/45.jpg)
Negative
EmotionsBehaviors Results
Fear of Rejection is
a Negative
Interpretation
![Page 46: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/46.jpg)
What Blocks your Success?
• Limited Beliefs
• Assumptions
(experience + emotion)
• Perspectives/Interpretations
• Inner Critic (usually mean and
destructive)
![Page 47: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/47.jpg)
What if I
mess up?
They’ll say they are
not interested.
I don’t want to
sound scripted.
![Page 48: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/48.jpg)
They’ll think I’m trying to
sell them something.
![Page 49: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/49.jpg)
They have been called
by 11 recruiters today.
This is stupid.
![Page 50: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/50.jpg)
I’ll blow
the contact.
I feel inadequate
![Page 51: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/51.jpg)
They’ll be upset that I
interrupted them. I hate
this.
![Page 52: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/52.jpg)
![Page 53: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/53.jpg)
Unresolved Issues with Sales Call
Reluctance do not get better.
![Page 54: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/54.jpg)
![Page 55: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/55.jpg)
Neutralize the Negative
![Page 56: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/56.jpg)
Hypothalamus
![Page 57: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/57.jpg)
![Page 58: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/58.jpg)
What would it be like to be at ease with
prospecting?
![Page 59: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/59.jpg)
It’s all going to
work out!
![Page 60: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/60.jpg)
Today is the most
exciting day of my
life!
![Page 61: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/61.jpg)
Confidence is the ability
to transform fear into focused related
thinking, communication and action.
![Page 62: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/62.jpg)
End of the Day Routine
![Page 64: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/64.jpg)
FLAT FEE =
Great for 7,000+ eMails / year
Pricing
$895 / yr
![Page 65: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/65.jpg)
For $1245, you get• Account-Researcher AND• 2 Sales Reluctance
Assessments from Connie
+
For more info: http://bit.ly/ar-spq
![Page 66: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/66.jpg)
ORDER NOW!!!
Clinton RozarioProduct Manager | Software ArchitecteGrabber Inc.
![Page 67: How to Overcome Sales Call Reluctance- Webinar slide deck](https://reader033.vdocuments.net/reader033/viewer/2022052602/559f245c1a28ab5c578b464d/html5/thumbnails/67.jpg)
Thank You !!!