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Data.com Connect Presents: Connie Kadansky - How to develop a winning prospecting mindset

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Data.com Connect Presents: Connie Kadansky - How to develop a winning prospecting mindset

  1. 1. /ConnectMembers @ConnectMembers Data.com Visit connect.data.com Sign up for free today and get a contact!
  2. 2. How to Develop a Winning Prospecting Mindset Connie Kadansky, PCC Helping salespeople get their “ask” in gear!
  3. 3. • “To be extraordinarily successful and to make a lot of money, you must change the way you think.” – Tim Foley, Sales
  4. 4. Mindset Process Skillful Execution
  5. 5. Mindset Ability to process information quickly
  6. 6. 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
  7. 7. The “Thin Threads”
  8. 8. 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?
  9. 9. Selling is. . . . • Finding and solving people’s problems for a profit.
  10. 10. Imagine. . .
  11. 11. 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.
  12. 12. I better tell all my co-workers about my experience. At least they’ll know I am doing some prospecting.
  13. 13. 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.
  14. 14. Improve Real Quality of Life • Comes from a “revised” interpretation of events that shape your daily life.
  15. 15. Know Your Numbers • What is your optimal number that corresponds to peak performance?
  16. 16. • 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
  17. 17. • 46% of reps give up after 1st attempt • 22% abort after 2nd unsuccessful attempt • 14% never get past the 3rd try 82%
  18. 18. • Strategy • Structure • Skillfully Execute
  19. 19. • Chunk it Down! • Daily Activities • Numbers
  20. 20. Conversations!
  21. 21. How much “news” are you consuming?
  22. 22. How much beauty are you consuming?
  23. 23. Self-Defeating Behaviors • Fear • Distractions • Perfectionism • Stubbornness • Lack of motivation
  24. 24. Unresolved Issues with Sales Call Reluctance do not get better.
  25. 25. • How am I consistently demonstrating excellence?
  26. 26. What would it be like to believe in my value?
  27. 27. What am I making it mean?
  28. 28. What else is possible?
  29. 29. Take-Aways • What concept brought more awareness for you today?
  30. 30. Speaking/Training Events: 1-1 Coaching Connie Kadansky connie@exceptionalsales.com exceptionalsales.com 602-997-1101

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