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Carrie Burggraf is a Business Consultant with Wide Awake Business. Business owners call Carrie when they want to get more from their sales efforts. She spent two decades at the start of her career as a geriatric physician’s assistant, eventually moving into a sales role at a home care assistance company in St. Louis. She’s an accomplished sales representative and business coach.
She talks to Cynthia about her early career, a tragedy that shaped her, raising her three sons, and her approach to sales. She breaks down sales interactions and demonstrates the right and wrong way to approach an interaction. This episode contains proven methods and would be valuable for any sales professional.
1 – Intro 00:25
2 – Background 03:13
3 – Looking back, what made it worth it 05:09
4 – Do you kids remember the hard times 07:45
5 – How do we adjust to recognize and celebrate wins 09:31
6 – When did you learn how to reframe? 12:58
7 – Why are we so hard on ourselves when we know positivity is a learned behavior? 16:32
8 – Using the phone tone to trigger positive feelings 17:24
9 – Kintsugi explanation 18:35
10 – Do we need challenges in our lives to become better 20:45
11 – In sales do you see people struggling with growth 22:55
12 – Asking questions in the sales process 24:06
13 – Can you think of a time where positive energy worked out for you 28:44
14 – Approach to networking 30:24
15 – How to move beyond fears in selling 32:36
16 – How do we prioritize self care 35:17
17 – Questions to get them to shift the paradigm 40:28
18 – Reinterpreting barriers 44:41
19 – How did you get so good at the question progression 45:44
20 – Relationships vs Transactions 47:35
21 – Importance of paradigm shift 48:45
22 – Importance of storytelling 52:35
23 – Selling hangers 54:44
24 – What do you mean by easy for you 57:25
25 – More on doing what you love that is easy to want to do 1:00:24
26 – How do we contact you 1:07:27
Content Notice
This podcast and all She Lift Project content represents the opinions of Cynthia Kirkpatrick and her guests. The content here is for informational purposes only, and should not be taken as professional advice – financial, legal, medical, or otherwise.
Views and opinions expressed in the podcast and across all She Lift Project media channels are our own and do not represent that of our places of work. While we make every effort to ensure that the information we are sharing is accurate, we welcome any comments, suggestions, or correction of errors.
“The experience of going through the legal process is supposed to be about seeking justice. More often than not, people go through it and they’re just as scared and almost re-traumatized as they were when the injustice happened.”
“The difference between traditional talk therapy and EMDR is that traditional talk therapy is kind of what I was talking about—the superficial level of learning skills to manage the symptom—whereas EMDR gets rid of the symptoms.”
“These are brilliant people. But they’ve been so hyper focused on their career path that they don’t have the greatest life skills. They don’t know how to manage their finances, they don’t know how to buy a house, they don’t know what to budget for.”
“What we’re really trying to create here is generational change. And when the kids are in our facility, seeing their moms doing this work, it shows them a completely different path. That, and to no fault of their moms. It just, it never seemed possible. So we’re possibility creators.”
“You can only lead as far as you’ve healed, because until you start to recognize that, you will perpetuate the same mistakes that got you there before, either yourself or the leader that you were under. And that’s why the healing part is so important, because it comes up again and you’re like, okay, wait, this is what this is.”
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