Hey everybody! Welcome back. Fast Tip Friday time. Charlie Hauck. You know who I am. You know what I do. You know why I’m here.
Podcast: Not Everyone Qualifies
Symptoms:
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.
Topics:
prospecting
podcast
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Fast Tip Friday: Don’t Operate in the Dark
Everybody, Charlie Hauck, President, Lead Trainer, Founder of Growth Dynamics, here for another Fast Tip Friday for you.
Topics:
podcast
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Podcast: Talk About Money!
Symptoms:
Matt hung up the phone after the bad news and couldn't believe that he had been beaten again because of his price. Knowing that he was not the lowest price on the block, he had given the prospect his best consulting expertise up front in an attempt to build his "value proposition", and then tried to save the money discussion for the end so as not to scare them away too early. He even voluntarily offered a 10% discount and some favorable terms in an attempt to win them over. After-all, it did seem like a lot of money they would be spending.
Fast Tip Friday: Play Offense and Defense in Business Development
Hey everybody! Welcome back. It’s another Fast Tip Friday.
Topics:
Sales tactics
podcast
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Podcast: Last Minute Deal Breakers
Symptoms:
After a long sales process finally appeared to be coming to a successful conclusion, Paul was breathing a sigh of relief until his client decided he wanted to extract some sweat from Paul for the win. Just when he thought it was over and done, the regional vice president chimed in with one last contract change that he claimed was a deal breaker if it wasn't accommodated.
Fast Tip Friday: Don't Miss Your 100 Point Week
Hey everybody. This is Sarah Waple, partner at Growth Dynamics, and I am here with a Fast Tip Friday.
Podcast: If You Feel It, Say It
Situation:
Jackson felt that lump in his throat and just wanted to scream. Big Shot Bob of ABC Engineering did it again; he promised Jackson he would keep his appointment this time after three cancellations or no shows, but his admin was apologizing for Bob not being available once again. Because ABC was one of the biggest firms in the metropolitan area, Jackson just could not bring himself to share his anger at being stood up once again.
Fast Tip Friday: Big Goals, Bigger Celebrations
Hey everybody, Sarah Waple here, president of Growth Dynamics, and I’m going to be bringing you some Fast Tip Fridays.
Podcast: Bulldog
Symptoms:
"Bulldog" was his nickname and he was proud of it. Guido spent years proving that no one could escape him once he made you a prospect.
