Symptoms:
Bill and Pat were returning from their monthly poker game and while riding back in the car they both agreed they had witnessed a situation that they could apply as a "lesson learned" to their business careers.
Fast Tip Friday: Move an Inch, Transform Your Team
Hey everybody, welcome to another Fast Tip Friday. Charlie Hauck, Founder, President, and Lead Trainer at Growth Dynamics.
Podcast: Silence is Golden, Even in Sales
Symptoms:
Roger could not believe what he just heard. The conversation with one of his most challenging prospects ground to a halt after Roger had asked if the deal just did not make sense. Despite the fact that this was one opportunity that could significantly impact his bonus, Roger just could not think of one more thing to say. So, he just stood there and contemplated how he swung and missed again. “I guess I have to accept your program, so let’s write this up and get that first order in here next week.” What just happened, did someone else walk into the office or did a dream just pop into his subconscious mind? The deal just closed, and Roger was not talking when it happened.
Fast Tip Friday: Rush to Failure, Walk to Success
Hey everybody, how are you today? Fast Tip Friday from Charlie Hauck, President and Lead Trainer at Growth Dynamics.
Topics:
Coaching
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Podcast: Give Them Some Homework
Symptoms:
The Purchasing Agent started the sales call with: "So, what do you have for me today?" It struck Jennifer that she was hearing this line far too frequently when she showed up for a sales call with both prospects and current customers in her territory.
Fast Tip Friday: Mastering the Sales Cycle
Fast Tip Friday! You know who I am: Charlie Hauck, founder, president, and lead trainer at Growth Dynamics.
Podcast: Give Them an Exit
Symptoms:
Unskilled salespeople are so predictable! They use the "pull" approach, constantly trying to convince and persuade the buyer to buy from them. Of course, the buyers are on to these tactics and are doing their best to "push" the salesperson away. Often, even buyers who are ready to buy will feel trapped and push the salesperson away because they don't want to be sold.
Topics:
Sales behaviors
podcast
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Fast Tip Friday: Why Lousy Prospects Cost You More
Hey everybody. Charlie Hauck, Fast Tip Friday time.
Podcast: But They Loved the Demo!
Symptoms:
Diane returned from the product demo certain that the features and benefits she shared with her prospect had wowed them. The buyer nodded when Diane asked if the product fit into the product categories they offered to their customer base, and everyone else that sat in on the meeting told her how much they liked what she had presented. She felt as good about this call as she had in a long time, but now six weeks later there was still no purchase order and the prospect had gone radio silent. How did their excitement turn into Diane's frustration?
Fast Tip Friday: Mastering the Sales Process
Hey everybody, Charlie Hauck, President, Founder, Lead Trainer at Growth Dynamics.
