The last few months have certainly been interesting. Charlie and I have seen ourselves thrive in some aspects, but also face a little burnout in others. We think the same can be said for many of the people we interact with regularly.
Donna hated feeling like this. As hard as she tried, she couldn’t figure out what she was supposed to do when she got back to the office after being out for a couple of days making calls on new prospects and checking up on some existing clients. Her to do list had a bunch of things scribbled on it, but Donna didn’t know which items were most important or when the people she had been talking to were expecting her to follow up.
As I’ve gotten older my appetite for following sports has waned considerably. I still have favorite teams that I follow although not as fervently as I did at a younger age. Watching a good pro or college football or basketball game on TV keeps my attention most of the time, but I don’t think about the scores or the players much beyond the final buzzer. I view it as strictly entertainment only with little or no impact on my life or my concern.
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.
Monday Morning Manager
Fish, rafts, kayaks, canoes, sailboats and swimmers all find much more success when they are moving with the wind or the current rather than going against it.
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.
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.
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.
Monday Morning Manager
Lauren hated watching the network news or seeing the latest news flashing on her phone. It seemed like the "Big Story" everywhere was another mass shooting, a political meltdown, a plane crash or other sad story. The positive outlook Lauren typically brought to each day had always kept her going no matter what she encountered in her business development activities. But now, so many people she spoke with apparently felt like there was so little certainty left in the world, and some of them wanted her to join in their negativity. Looking at how hard she was working just to maintain some positive momentum, Lauren began to have some doubts of her own about the future.