presentation date: monday, june 25, 2018 connie.pdfconnie kadansky prioritizing profitable...

© 2018 Million Dollar Round Table Million Dollar Round Table 325 West Touhy Ave. Park Ridge, IL 60068 USA

2018 MDRT Annual Meeting e-Handout Material Title: Prioritizing Profitable Prospecting: How to

Overcome Sales Call Reluctance Speaker: Connie Kadansky Presentation Date: Monday, June 25, 2018 Presentation Time: 3:30 - 5:00 p.m. Session Room: The NOVO The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal matters and is not liable for errors and omissions. You are urged to check with tax and legal professionals in your state, province or country. MDRT also suggests you consult local insurance and security regulations and your company’s compliance department pertaining to the use of any new sales materials with your clients. The information contained in this handout is unedited; errors, omissions and misspellings may exist. Content may be altered during the delivery of this presentation.

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Connie KadanskyPrioritizing Profitable Prospecting: How to Overcome

Sales Call Reluctance

Exceptional Sales Performance 2

Agenda


• Seven Steps to Profitable Prospecting• Two Matrices • Emotional Intelligence• The Neurochemistry of Prospecting• Sales Call Reluctance: What it is!• How to Overcome Sales Call Reluctance• Experiential Exercise: Helps Solve

Significant Problems

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7 Steps to Profitable Prospecting


• 1. Own Your Value• 2. Outward Mindset• 3. Trust is Vital: At the Core is Connecting:

Commonalities• 4. Address your Call Reluctance Head On!• 5. Understand that Thinking is Chemical

• Human body is a chemical factory

• 6. Vision magnetizes you beyond your comfort zone• 7. Action Plan is Vital



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• Uncertainty when we prospect.• Uncertainty fuels anxiety.• Anxiety leads to distress.• Distress stimulates fear.• Fear creates doubt.• Doubt wastes energy.

Emotional Intelligence


• 80% of your success• 1.The ability to handle your feelings (emotional

resilience)

• 2.The way you communicate with you

• 3.The way you communicate with others

Who are you really?


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You are a professional lead generatorwho happens to sell financial services.

Conversations!

Sales Call Reluctance is an Emotional Threat

12Exceptional Sales Performance

Boxed in self-protective barrier What am I protecting myself from?

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Sales Call Reluctance issues rarely resolve over time.


• Hiding, denying and suppressing the fear

Four Blocks to Profitable Prospecting:


• Assumptions• Perceptions• Limited Beliefs• Inner Critic

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Thought Realignment

Attitude Belief/Faith

Think

Feel

Do

NegativeEmotions

Behaviors ResultsFear of

Rejection is a Negative

Interpretation

Miracle is a Shift in Perception

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Habit of Thought:


• Habit is a learned, automatic sequence of behavior.



They’ll be upset that I interrupted them. I

hate this. What if I mess up?

They’ll say they are not

interested.

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Amygdala Hijack

• Fight• Flee (escape)• Freeze (inertia)• Appease (yield)

• Body Secreting Cortisol: (stress hormone)


Prefrontal Cortex: Executive Brain

• Possibilities• Opportunities• Empowerment• Vision• Imagination

Curiosity• The desire to learn:• Inquisitiveness

• It is hard-wired into our

brain

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Uncertainty when we Prospect


We outgrow our need forcertainty by being curious!

Why is Curiosity important?

• You LOVE to learn!• You LIVE to solve problems.• Questions DO NOT scare you!• You’ll talk about ANYTHING.• Virtually nothing BORES you.• You Question EVERYTHING.• You don’t mind Extra hours

Neurochemistry of Conversations:


• Fear based Thoughts: secreting cortisol – stress – cortisol producing behavior: fight, flee, freeze or appease (Shelf Life: 26 hours)

• Optimistic, Curious and Learner Mindset: secreting oxytocin – happy hormone, cuddle chemical and moral molecule (Shelf Life: minutes to hours)

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www.halgergersen.com: Catalytic Questioning

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Team up with a partner:• Each of you define one business

building problem that you have not been able to solve. You must care about it emotionally and intellectually.

• The person with the biggest hand goes first.

• Share for two minutes the context of the challenge with your partner.

• Clearly define the issue

• For five minutes you are going to ask nothing but questions around this issue.

• No preamble to the question: No stories• Questions do not need to build on each other.• Question storm: What? When? Where? Why? How? Who?• Partner will write down your questions for you.• Partner does NOT ask questions.• Come up with at least 17-21 questions.• If partner has a burning question: Ask permission and add at the

end.

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L.E.A.R.N.

• What did you like about this presentation?• What excited you the most about this presentation?• What were you most anxious about? (fear implications)?• How might you reframe/refocus/redirect in a curious way?• Share any needs. (ask questions/ask for resources)

Copyright: 2018 Connie Kadansky – Exceptional Sales Performance – 602-997-1101

[email protected] – www.exceptionalsales.com

mailto:[email protected]

http://www.exceptionalsales.com/

presentation date: monday, june 25, 2018 connie.pdfconnie kadansky prioritizing profitable...

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