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How You Surrendered Your Power to Your Prospects - and How You Can Stop Doing It

  • 23 Mar 2015
  • 6:30 PM - 9:00 PM
  • Constant Contact, 1601 Trapelo Road, Waltham, MA 02451


How You Surrendered Your Power to Your Prospects - and How You Can Stop Doing It

By Carl Harvey, founder of Success & Self-Esteem, a sales and business development company that helps consultants develop the selling skills and psychological competencies required to succeed at sales, and help them put in place the processes and practices that support a sales culture of achievement and accountability.

Did you ever know a prospect before he became your prospect, when he was just a person? You probably discovered that he was just like everyone else. But when that same person becomes our prospect, we transform him. We are afraid to disappoint him, we become too accommodating, we tend to accept his stories and stalls, knowing they are stories and stalls, we fear his rejection and don’t want to fail.

What did this person, now prospect, do to transform himself into this imposing figure? Nothing. We did it all by surrendering our power. Unfortunately, these white flag situations happen too often. As result we become weaker salespeople and will find our loses more frequent and our wins more difficult.

What lies at the root of this surrender? What are the perspectives and practices to reverse these surrenders and turn them into successes?

The meeting is open to the public. No charge for Consultants Network members or employees of Constant Contact; $5 entrance fee for all others. Casual dress.

The Consultants Network meeting starts at 6:30 PM.  The meeting will take place at Constant Contact, Reservoir Place - 1601 Trapelo Road, Waltham, MA 02451, in the Great Room on the third floor

Driving Directions

Follow I-95/route 128 to Trapelo Rd in North Waltham, Waltham. Take exit 28 from I-95/route 128. (

Consultants Network meetings generally take place on the fourth Monday of each month, but are not held during the summer months. Check the Consultants Network website for meeting details and last-minute information.

For more information, e-mail or; or contact the chairman Heinz Bachmann, at 978-637-2070. The Consultants Network website is at