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The Success Conundrum

By Charlie Hauck on Jan 29, 2020 11:30:00 AM

At 35, Rachel built a nice career for herself, and she was enjoying the benefits of that success. There was a nice house in an upscale neighborhood, the vacations in all the places she ever dreamed about and a luxury set of wheels sitting in the driveway; all of it earned through hard work and commitment to Rachel’s goals. Her life looked like the epitome of success, and Rachel was very proud of it all. There was, however, one thing Rachel didn’t have, and it seemed the more successful she became the less of this one thing she had at her disposal. Rachel hated to admit it, but all the success cost her time to enjoy her life with friends and family. To Rachel, it became obvious that success had a price and she wasn’t sure it was worth it to raise the bar and experience even more of it. She found herself admitting that being more successful just meant giving up most of what was left of her personal life.

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Girl Scout Cookie Lessons

By Charlie Hauck on Jan 22, 2020 10:15:00 AM

Charlotte and Eleanor are twins, and their mother signed them up with a local Brownie troop when they turned seven years old. The girls loved all the fun craft activities that were part of the troop’s weekly meetings, and their parents loved to see them make new friends and socializing outside the family. As the year went on the two girls’ personalities became more and more apparent. Charlotte’s outgoing nature and willingness to take on new adventures was very different from Eleanor’s shy and less bold demeanor. Never was it more apparent than when the annual ritual of selling the famous Girl Scout cookies took place. Eleanor was upset and cried when her sister constantly was recognized for the most sales, and well, Eleanor’s reaction was to ask if she could be excused from selling cookies. When her mother told Eleanor she had to either sell or drop out of the troop, Eleanor was devastated. After her first few attempts to sell to people going past their stand at the grocery store failed, Eleanor was ready to head home and quit the troop as well.

Topics: sales process
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I Just Lost a Client, A Love Story.

By Charlie Hauck on Nov 19, 2019 11:39:40 AM

I Just Lost a Client, A Love Story.

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Podcast: What Happens Next

By Monday Morning Manager on Nov 4, 2019 5:30:00 AM

Monday Morning Manager

 

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Podcast: Consistent Production

By Monday Morning Manager on Oct 27, 2019 7:51:35 PM

Monday Morning Manager

 

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Podcast: End of Year Planning

By Monday Morning Manager on Oct 7, 2019 6:00:00 AM

Monday Morning Manager

Symptoms:

Roy and his boss were going through the usual year end gyrations that required them to get out the crystal ball and "forecast" what sales would look like for next year. Despite the fact that a large portion of Roy's sales came from repeat (evergreen) clients, he still had to figure out where the growth would come from. Worse yet, he's scared to death that something unforeseen might cause the loss of a key account that would completely derail his plans. Management has given him some target accounts, and also asked him to focus on certain offerings, but he was still nervous about how he could make all this happen. He knew he had to get out to a fast start but just wasn't sure on how to go about it.

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Podcast: Buying Habits

By Monday Morning Manager on Sep 30, 2019 5:59:00 AM

Monday Morning Manager

Symptoms:

Having earned a small commission check last month from her sales job, Marta was doing her best to replace her old refrigerator and had already hit the local appliance stores, as well as a few of the Big Box outlets. After leaving the third stop, it became apparent she would have to go back to the first store to get the best price and the color she wanted. After finally approaching the floor rep with her true intentions, she was then surprised at a delivery charge that she had not discussed on her first visit. Not knowing what to do now, she returned home to look at the ads in the Sunday paper and to talk it over with her husband.

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Podcast: Clutter and Distractions

By Monday Morning Manager on Sep 23, 2019 5:09:00 AM

Monday Morning Manager

IMPORTANT NOTE: As of Oct. 1 the Growth Dynamics office will be moving. Please update any records you have for us to reflect our new address of:

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Podcast: Bill of Rights

By Monday Morning Manager on Sep 15, 2019 11:57:00 PM

Symptoms:

Jim was feeling discouraged and wasn't sure how he could make it through another week like he had last week. A new prospect had made him wait over 30 minutes before he would see him, and then asked Jim to sell to him at his cost. Another client had told him he was backing out of a deal they had just made 2 days before, and that the reasons for the change were none of his business. This wasn't the first time that people had treated him this way and he was beginning to wonder just how much he had to grovel before he could do business with folks like this.

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Podcast: Buyer's Bus

By Monday Morning Manager on Sep 8, 2019 9:12:45 PM

Symptoms:

In as much as 95% of the cases, buyers control the buying process (at the seller’s expense). They’re calling all the shots, and most salespeople are simply along for the ride. Buyer’s instinctively maintain control of the process in order to protect themselves, in case they’re dealing with the stereotypical salesperson (that everybody hates). They’ve created these tactics to protect their leverage, maximize their discount, and control the situation to their advantage.

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