Growth Dynamics Get Down

Monday Morning Manager

Good morning & Greetings, here's this week's selling scenario to think about.

Symptoms:

The silence was deafening. Both Valerie and her prospect sat there looking at each other waiting for the other person to speak first. Valerie had finished her presentation of the new products' features and benefits and was expecting the Director of Operations to give her some indication of how well she had done. Since the training she had received on the new product said any prospect would be blown away by all the new bells and whistles, no one had ever bothered to consider what to do if that wasn't the case. Valerie had covered everything and found herself stuck not knowing what to do or say next. Was the sales call over or was something else supposed to happen?

Symptoms:

Recently, nothing stung Darren more than when his wife pointed out that he failed yet again at his promised to be home for dinner. And, tonight he knew that he wouldn't make it to dinner again. His two kids were at the ages where they always seemed to be headed from one practice or another, and his wife Jessica was feeling often deserted when she asked Darren for help with all the driving around town. “Work/life balance” meant nothing more than disappointment to Darren as his boss just kept the pressure on by asking for more sales every month. Darren could see his future was bright at his employer, but at what cost? Jessica only knew her husband kept promising to be home for dinner, but just never knew which day he would actually be seated at the table with the family.

Happy Veteran's Day. We cannot say THANK YOU enough to all who made the choice to serve this country. We know we are the home of the free because of the brave. 

Monday Morning Manager

Monday Morning Manager

Symptoms:

Marcus found himself sitting in his car, in his driveway but still felt lost. For some reason, this feeling was a more regular occurrence for Marcus at the end each day.  It was as if the one or two things he was supposed to remember to accomplish would come to him if he just didn't turn off the engine and open his car door. So there Marcus sat. Worried. Confused. Afraid. What if the missing item that never made it to his To Do List cost him a big opportunity, or even worse, cost him his job? Being so busy was a good thing in most cases, but Marcus also found himself feeling overwhelmed and out of control when his memory failed him in moments like this. And even a quick check of his To Do List offered no help.

Monday Morning Manager

Symptoms:

Roy and his boss were going through the usual year end gyrations that required them to get out the crystal ball and "forecast" what sales would look like for next year. Despite the fact that a large portion of Roy's sales came from repeat (evergreen) clients, he still had to figure out where the growth would come from. Worse yet, he's scared to death that something unforeseen might cause the loss of a key account that would completely derail his plans. Management has given him some target accounts, and also asked him to focus on certain offerings, but he was still nervous about how he could make all this happen. He knew he had to get out to a fast start but just wasn't sure on how to go about it.

Monday Morning Manager

Symptoms:

Having earned a small commission check last month from her sales job, Marta was doing her best to replace her old refrigerator and had already hit the local appliance stores, as well as a few of the Big Box outlets. After leaving the third stop, it became apparent she would have to go back to the first store to get the best price and the color she wanted. After finally approaching the floor rep with her true intentions, she was then surprised at a delivery charge that she had not discussed on her first visit. Not knowing what to do now, she returned home to look at the ads in the Sunday paper and to talk it over with her husband.

Symptoms:

In as much as 95% of the cases, buyers control the buying process (at the seller’s expense). They’re calling all the shots, and most salespeople are simply along for the ride. Buyer’s instinctively maintain control of the process in order to protect themselves, in case they’re dealing with the stereotypical salesperson (that everybody hates). They’ve created these tactics to protect their leverage, maximize their discount, and control the situation to their advantage.