Symptoms:
Kathy is frustrated after a recent sales call. She believes if she was brave enough to ask about certain things, the call would have gone her way. It seems like she is constantly on defense and that the client is intentionally "pushing her buttons". Despite her training, it felt like she was always reacting to every little thing that was said rather than thinking about what was really going on. How can she find a way to consistently act like a professional on the call?
We have come to love our virtual Coffee and Coaching events! We were a little unsure of how these once in-person events would translate into online conversations, but we have learned that online gives more people the option to join group.
Symptoms:
Mike is feeling anxious, nervous and angry too often. He feels under stress and "burnt out" a great deal of the time. His production is all over the place and everywhere he looks he sees problems, to-do lists and someone who needs something from him. Mike's response to this pressure is learned helplessness, withdrawal and the giving-up reaction. This quitting response seems to have followed his perception that he has no control over his situation. He blames "bad karma" and the "unfairness of life" and "2020" as the lead prosecutor on his case.
Complacency. Taking things for granted. Feeling entitled.
Symptoms:
Carl was feeling frustrated and hurt. One of his best accounts was showing a definite decline in volume that was way beyond what could be explained by the market or the economy, and he could not imagine that he had done anything to create the change. Besides, the owner of the client company always said how much he enjoyed having Carl as a friend, someone he could count on to take care of him when he needed something taken care of, or some "special" pricing. Carl felt good about this relationship and felt he could rely on it to keep him as the preferred supplier no matter what. This situation made understanding why the sales were heading south all the more frustrating.
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Symptoms:
Chipper’s favorite client, Sonya, called and needed some help. It was a problem, with a tight timeline and restricted budget. Chipper spoke to the client, gathered all the information, and told her he would be right back to her with information. When Chipper returned the call, he had bad news for his most favorite client. He could not do anything to meet any of the timelines or budget. White the most favorite client was disappointed, she understood. This project was a hard one to work through. As Sonya was saying goodbye, ready to go to work finding her needle in a haystack Chipper stopped her. He had the name of a competitor that had everything she needed, and they were waiting for her call. Sonya could not believe Chipper was not only sending her to a competitor, but he took the steps to call this competitor before he called her back with bad news.
Symptoms:
Tanya was thrilled to open her calendar for the week and see SO MANY follow-up calls she had to make. She built out her pipeline, made initial contact, held conversations, and was asked to follow-up in a few weeks by most of her prospects. Well, that time was here, and she was ready to go to work on collecting next steps and decisions. Yet, as she made her follow-up calls, she could not get past the gate keepers or talk to anyone live. Her frustration was growing with each and every call. She was banking on at least a few of these follow-up calls to turn into closeable deals. She needed closes to hit her yearly goals. What could have gone wrong when the conversations were so promising?
If you missed Growth Dynamics' debut on Instagram Live last week- have no fear, the replay is here.
