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Graduate From Old School Beliefs, Selling Does Have Structure

By Charlie Hauck on Jun 16, 2021 9:00:00 AM

As the calendar hits mid-June and I can hear the kids in the neighborhood celebrate the last day of the school year I ponder what they learned about life as well as their scholastic advancement. Those ideas provoke thoughts about what salespeople learn from one year to the next, or are they just repeating their earliest days in sales over and over, not really growing from the experiences along the way. So often when I am working with a sales team someone will complain about a prospect that will not return a call or a customer that expects to buy everything at the lowest possible price. Inevitably someone says that is just the way sales is and that complaining never makes it different. In other words, just live with it because that stuff just goes with the territory.

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Charlie & Company: SwopeLees

By Sarah Waple on Jun 9, 2021 10:06:36 AM

 

 

The next episode of Charlie & Company Talk Business, Life and Everything In Between is here. Charlie Hauck, president and owner of Growth Dynamics, and Sarah Waple, general manager, spend some time with Chuck Swope and Nicky Lyddane of SwopeLees Commercial Real Estate.

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It's Not A Conditions Problem

By Sarah Waple on Jun 28, 2020 8:47:23 PM

We've all heard it before- it's the market conditions that are making it hard for me to __________. Fill in that blank with any of your favorite or least favorite sales challenges- setting appointments, prospecting, closing, shipping, getting PO's, sending quotes or finding projects to quote. 

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Pipeline Annoyance

By Charlie Hauck on Sep 12, 2019 11:03:49 AM

I am annoyed, but there is an upside to this annoyance. They are constructing a natural gas pipeline right outside my office, and I mean right outside my office, like 20 yards from my window. The noise is constant, and despite all the sound barriers they’ve constructed the noise is still annoying. And to make things worse, they don’t know when it will end. So, yes, I am annoyed.

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Podcast: Can You Commit All The Way?

By Monday Morning Manager on Jul 29, 2019 5:15:00 AM

 

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What can we learn from teaching children about kindness?

By Sarah Waple on Feb 14, 2019 11:00:00 AM

Yesterday I sat in our monthly session of our High-Performance Sales Program with a room full of sales professionals and they were all talking about how rude many people have, in their eyes, become. One attendee even spoke about how an affiliate of their office questioned how she even acquired the contact’s phone number.

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When Your Ego Gets Needy You Start to Sound Greedy

By Charlie Hauck on Dec 20, 2018 2:26:33 PM

Ego.

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The Definition of a True Partner

By Charlie Hauck on Nov 29, 2018 11:48:26 AM

As I look back over 2018, I find myself thinking of the people I’ve met and done business with this year. All in all, the experience shakes out a very positive. Since it involved people, I can’t say it was perfect, but I will do my best to make 2019 more of the same. Those that have engaged Growth Dynamics to help them grow or at least change brought as much to me as I believe I brought to them. And as a result of that exchange we are all better for the time spent with each other.

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Is Your Sales Process Curious Enough?

By Charlie Hauck on Nov 1, 2018 9:51:00 AM

My work with my clients is constantly connecting me to their upstream and downstream market partners both directly and indirectly. As I review and replay the conversations I have with the people I support and coach, one idea keeps popping up; the idea of curiosity. Are we all curious enough to be as effective as we can and should be in our business and sales processes?

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Call Reluctance

By Charlie Hauck on Sep 13, 2018 10:03:57 AM

The Silent Sales Killer

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