Sophia loves selling. She loves it so much that she enjoys trying to sell her products to anyone that will listen. Her philosophy is: “No stone should go unturned.” Over the years, the number of prospects she has contacted, presented to and worked up proposals for have always been the highest in the company, but her sales results place her in the bottom quarter of the sales team.
One of the things I think that we can't ever speak too much about, and I'm sure I've spoken about this topic a few times, but I'm going to bring it up again just because I think there's so many things that are part of our cultural existence for a lot of us, not everyone, but I think it's a topic that when we look around the world and we see the things that are successful or more successful than other things, the ones that tend to have the greatest track record or produce the best results have some element of accountability.
Sondra worked relentlessly to hit her numbers and keep her territory on top of the rankings. Never shy about asking for business, if a sales report showed a dip in the numbers, Sondra would beat the bushes for the orders that might help push her over the goal for that quarter.
Hey everybody, Charlie Hauck, founder, President, partner at Growth Dynamics, here for another one of those amazing Fast Tip Friday topics!
Kathy is frustrated after a recent sales call. She believes if she was brave enough to ask about certain things, the call would have gone her way. It seems like she is constantly on defense and that the client is intentionally "pushing her buttons". Despite her training, it felt like she was always reacting to every little thing that was said rather than thinking about what was really going on. How can she find a way to consistently act like a professional on the call?
I wish this week's topic was more positive, more energized, more something good that happened… But I'm going to disappoint you all if that's what you're looking for.
One thing was certain: Derek was going to get an earful when he mustered the courage to tell his biggest customer that the truckload of material he was expecting was going to arrive three weeks late.
Hey, look, I'm ready for hate mail after this one...
Hey, welcome back, it's Charlie Hauck, President, CEO, and head trainer at Growth Dynamics. Here is another one of our Friday Fast Tips. Today we have a quick lesson on business development execution.
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.
