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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.
It’s not about me selling and, you know, me making money. It’s about you being satisfied and happy with what you want and what you need. And I’ve always had that kind of philosophy, and my dad had that, too. And people recognize you’re not in it for yourself, you’re in it for them. And you’re sincere, and it really goes a long way.
Leadership is not about the leader. And I equate this back to basketball. When you have coach or coaches, they can’t go out on the court and shoot the ball and dribble the ball and pass the ball. But coaches have to be really good at getting work done through others. And so from a leadership perspective, that’s how I see it. As a leader, I have to be really good at getting work done through others.
“Gallup just got done with their survey for 2022. They found 25% better profitability in companies that have great employee cultures. Because when you have happy employees, happy employees make your customers happy. Happy employees want to invite other people to come work at their company. Happy employees want to share their ideas to make the company better. All of a sudden, you’ve created this culture where people want to contribute, and that’s the reason we do what we do.”
“I think that what I’m able to do in the program is to create the brave space that women need to be vulnerable, to do the internal work that has to happen, to have great and deep, thoughtful, reflective conversations, to bring in a lot of other great women. But at the end of it, that she’s breaking out of that chrysalis and she’s got her wings.”
As lawyers, we’re expected to have all the answers and be right 1000% of the time…Actually, we are humans. We are going to make mistakes. It’s actually a beautiful opportunity, when we make a mistake, to show up for our clients in the right way, own those mistakes, and then fix them on our dime. It’s really that simple. You actually deepen a relationship.
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