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Monday Morning Manager


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Podcast: Slow Down

By Monday Morning Manager on Apr 25, 2022 6:45:00 AM

 

 

Symptoms:

Elizabeth had just gotten the call every sales person hopes for each day. A target account in her territory reached out and asked that she come right away to help them with a big problem. Knowing her technical expertise could be very valuable in this situation, Elizabeth felt sure that winning the project was just a matter of not making a fatal mistake. Her competitive fires were stoked and her confidence at an all-time high as she made the appointment to be there three days later. Despite the repeated requests for her to drop everything else she had going, Elizabeth held firm and kept the date she asked for at the outset of the conversation. She had seen this movie before so this time she was determined to keep her emotions under control and the prospect on a leash instead of rushing head long into another disappointment.

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Podcast: Your Verbal Business Cards

By Monday Morning Manager on Apr 18, 2022 6:45:00 AM

 

Symptoms:

Mary was on one of her first sales calls as a new rep and the prospect, with his first question, invited her straight onto the Buyers Bus: "Tell me about your company and what you do". As is typical, she proceeded to talk about the long and successful history of her company, then described the numerous accounts they had helped, and then went for a strong finish by stating how confident she was that her extensive line of products would find a good fit somewhere within the prospects business needs.

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Podcast: But They Were Interested

By Monday Morning Manager on Apr 11, 2022 6:45:00 AM

 

Symptoms:

Cody knew that the firm he represented was considered best in class by the other major players in the market. As far as technical competency, customer service and the ability to deliver more than clients expected, Cody's firm always scored extremely high. With that ace to play whenever he needed to, he was sure that his new position as a Business Development Specialist would soon prove to be the road to riches. After his first 90 days Cody and his manager met to review his progress, and the picture was not pretty. Feeling the pressure to turn his fortune around quickly, he only felt more confused since so many of the people he had met with had openly said they were "interested" in his offerings. Why wasn't it working when all the stars seemed aligned?

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Podcast: Last Minute Deal Breakers

By Monday Morning Manager on Apr 4, 2022 6:45:00 AM

 

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. Once the shock and anger had subsided, Paul collected his thoughts and recalled his training that brought this exact situation up in a role play scenario. "Fool me once, shame on you. Fool me twice, shame on me" was the sound echoing through his brain as Paul was sure not to be the fool another time.

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Podcast: More Options Doesn't Mean More Business

By Monday Morning Manager on Mar 28, 2022 6:45:00 AM

 

Symptoms:
Linda was frustrated by her prospect's unwillingness to make a decision. Her prospect said he needed some time to digest the three options outlined in her proposal before making a decision. The prospect added that he was pleased with the proposal and that she had done her job well. Now she found herself in the "chase" mode because the prospect wasn't returning her calls.

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Podcast: We Are Talking About Your Worth

By Monday Morning Manager on Mar 20, 2022 8:55:08 PM

 
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Podcast: But They Keep Telling Me They Like Me!

By Monday Morning Manager on Mar 14, 2022 6:30:00 AM

 

Symptoms
Melody and her boss just couldn't understand why she continued to struggle to close business. She was a very outgoing person who was extremely well liked by her customers. She went out of her way to be friendly to everyone and appeared to possess a good knowledge of her product and the selling process. Her failure to excel was confusing to everyone.

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Podcast: Is Research a Good Idea?

By Monday Morning Manager on Mar 7, 2022 6:45:00 AM

 

Symptoms:
Jason really wanted to impress both his sales manager and his prospect with how prepared he was for the first call of his sales career. He had all his literature organized and had armed himself with all of the background info he researched on the prospect's website. He felt good, except that after reviewing the website data, he really didn't know what 

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Podcast: Price? We talkin' about price?

By Monday Morning Manager on Feb 28, 2022 6:45:00 AM

 

Symptoms:
One of the most common objections salespeople get is about price: "That's a bit more than we were thinking about paying." "Your prices are kind of high." "That just doesn't fit our budget" are typical comments. Salespeople tend to be very quick to take these comments at face value. They assume these price objections are the real issue standing between them and an order, so the path of least resistance is almost always to begin dropping their price to get the sale. And, more often than not, once the price issue has been "resolved", more resistance comes to the surface.

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PODCAST: I don’t think they like me

By Monday Morning Manager on Feb 21, 2022 6:30:00 AM

 

Symptoms:

“Here we go again,” Jim thought as he walked into his last call of the day. He always scheduled this monthly call to be the last of his day as it left him annoyed, angry, and confused when he walked out the door. Jim just could not create the type of relationship with this business owner that he felt was key to his success with other clients. There were never issues with products, pricing, or communications from Jim, his agency, or the manufacturers, but these monthly update and prospecting meetings always ended up making Jim feel like a complete failure. Jim’s positive, enthusiastic, and lighthearted approach obviously missed the mark with this client, and Jim was sure the client disliked the meetings as much as he did.

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