Joining me on this episode of Accelerate! is my guest Carolyn Coradeschi, Sales Performance and Leadership Coach with Southwestern Consulting, author of The Rainmaker’s Quick Guide to Lasting Sales Success, and a 30-year front-line sales veteran. Among the many topics that Carolyn and I discuss are, her summer job that turned into a sales career, tips for implementing productive behaviors, how to build the mindset of success, and Carolyn’s best advice to sales professionals today.
[:50] Carolyn sold academic books door-to-door in the summers for seven years.
[3:44] Seven years ago Carolyn started a company, Rainmaker Mindset, to coach reps to get past gatekeepers.
[6:17] Everybody’s busy, so get right to the point. Script your approach but make it sound natural. Learn how Carolyn closes with a gatekeeper.
[9:08] In what ways did the book, How to Become a Rainmaker, by Jeffrey Fox, inspire Carolyn to start her business, and write her book?
[9:44] What are some of the dynamics of a mindset of success?
[11:15] The three major factors that influence your ability to change your activities and habits. How do coaches help with this?
[13:40] Why does Carolyn make it a habit to sell everyday?
[18:14] How do you create a buying atmosphere?
[20:18] The single biggest challenge to sales professionals today.
[22:02] What is Carolyn’s one piece of advice for sales professionals today?
[23:32] Why organizations hire 3rd parties, like Carolyn, to coach their sales teams -- instead of using their front line sales managers./
What’s your most powerful sales attribute?My sense of humor.
Who is your sales role model?Zig Ziglar.
What’s one book that every salesperson should read?The Compound Effect, by Darren Hardy.
What music is on your playlist right now?
Contact Carolyn: CCoradeschi@SouthwesternConsulting.com