Today we are all facing a challenge that two weeks ago seemed as likely as pigs flying. Yet, here we are facing a sales challenge you won’t find talked about in any sales training manuals or motivational seminars. Essentially, the world has shut down for almost everyone, and none of us can truly say, with any certainty, when it will reopen. With that reality staring us in the face I thought I’d take some time this evening and make some suggestions about how to survive the challenges in front of all salespeople. Below you will find a few ideas for each of the three points of our MAP to Success: Mindset, Activity and Process.
Podcast: Joint Calls
Monday Morning Manager
Symptoms:
Marcy, her manager and their product expert just finished a conference call with a hot prospect, and after the last caller signed off, she felt like the last hour had just wasted a month's worth of effort in getting it set up. They had all agreed to dial in, so why was there so little interest, so few questions and no action items at the end of the call? Why was there so little interaction between her team and the audience? Granted, she didn't have too much to say on the call, but the purpose was to show off their company and their offerings. Or was it? Now, looking back, she wasn't so sure.
Take Your Training With You
You've asked and we've listened. We are pleased to announce we are now offering podcasts of Growth Dynamics training!
Is Your Sales Process Curious Enough?
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?
You Can’t Get Sales Out of an ATM
Too many salespeople run their sales model the same way they get cash from an ATM machine; they don’t really know how much money they have until they go punch in their PIN and see if there is anything in the account. In other words, many don’t even look at their account until they need some cash, and too often they are shocked by how low their balance is. You can’t run your sales machine the same way.
Copier Colin, Pt. 2
The last line from Copier Colin Part 1 read, “We bought a copier.”
Are You a Second-Class Citizen?
The Growth Dynamics executive team (both of us) just sat down to meet with a fresh-faced, recent college grad selling printers and copiers scrambling through his third week on the job. Geez, to be so young and full of optimism, Copier Colin had a smile on his face and he tried to manage the call and get us to be as excited about office equipment as he is. His manager was with him today, and frankly, she did a good job making sure no one got hurt in the exchange.
