Did you ever know a prospect before he became your prospect, when he was just a person? He was probably just like anyone else. He walked on the ground, one foot after the other. But when such a person becomes a prospect, he is transformed. He becomes someone you’re afraid to disappoint; someone you accommodate too readily. You tend to accept his stories and stalls - knowing they are stories and stalls. You fear his rejection. You worry you won’t get his business. And you don’t want to fail.
What did this ordinary person, now a prospect, do to transform himself into this imposing figure? Nothing. You transformed him by surrendering your power to him. Unfortunately, these white flag situations happen too often and when they do, consultants leave these encounters weaker as salespeople, are predisposed to act in a similar fashion in the future, and lose opportunities they might have won. This willingness to surrender power is the greatest barrier keeping consultants from closing more business more often.
In this immediately actionable talk, Carl Harvey, sales development expert and author of the book What’s Stopping You? How to Build the Confidence You Need to Succeed at Sales, will identify what lies at the root of this surrender. More important, he will outline the perspectives and practices needed to reverse this behavior, so consultants can reclaim their power and achieve the success they desire and deserve.
About Our Speaker
Carl Harvey is the founder of Success & Self-Esteem, a sales development company that specializes in working with insurance agencies and other professional services firms to help them put in place the processes and practices that support a sales culture of accountability and achievement. He helps his clients develop the selling skills and psychological competences required to succeed at sales.
Carl is also a member of the National Speakers Association and is a much sought-after presenter on issues of sales, self-esteem, and sales development. Among the agencies and associations he has addressed are William Gallagher Associates, Renaissance Alliance, the Massachusetts Association of Insurance Agents, the Massachusetts Association of Certified Public Accountants, and the Independent Insurance Agents of Hampden County.
Carl's contact details: charvey@successandself-esteem.com;
www.successandself-esteem.com
