Do you ever get caught up with warm leads? You have hope but cannot get the win? If so, this is the topic for you.
Written by Eric Sugalski
Jerry never felt compelled to trust or rely on technology. In his opinion nothing beats getting out there and looking someone in the eye or at least picking up the phone and chatting live with a prospect or a customer. No one ever refused to do business with Jerry, and in many of his customers’ locations he had free rein to essentially come and go as he pleased. No way email could be that important as long as Jerry could walk in, pull up a chair and talk about personal “stuff” before staring his pitch. Jerry thought email and all this new “webinar” and virtual selling stuff was just more trouble than it was worth and never going to be as important as that face to face visit. Jerry stuck to his guns and even managed to get one of the inside team to transcribe his emails, so he was not forced to adopt that new-fangled irritation into his sales game. And then Covid-19 arrived, and Jerry was lost.
Do you prefer hotdogs or steak? I bet you said steak.
In this episode of Fast Tip Friday, Charlie talks about the analogy of Steak and Hotdogs to encourage your sales efforts.
Chris is concerned about his sales team. They are active, they are selling, and sales are up but margins are way down. The business model allows reps to be flexible in the field and sell at the prices they feel appropriate. But something is missing, and Chris is unsure how to help his field reps get more margin. He doesn't want to kill the ability of his reps to set pricing in the field, but doesn't know what information they need in order to be better at the task.
Charlie had been working with a long-time client and just can’t believe why some meetings could really get under his skin. Charlie left angry with this client’s attitude towards him, the ability to waste time like it was nothing and at times complete disrespect for Charlie and his process. Yet, this client was important to Charlie’s success each year and he was unable to fire them. He opened his stamp book and added a nice bright red anger stamp on this client’s page after the last meeting he had.
Recently Charlie and I were talking about work I was doing with interviews for a client. As I was reviewing profiles and setting up my standard interview questions, he suggested a list of questions that I must ask all candidates. I had a few on my list already but this one is one I never would have thought to ask, but it surely is something everyone can relate to.