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Podcast: Talk About Money!

By Monday Morning Manager on Jun 30, 2025 6:00:00 AM

 
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. 
Topics: Coaching podcast
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Fast Tip Friday: The Dangerous Destination of Victim Mentality

By Charlie Hauck on Jun 27, 2025 7:00:00 AM

Hey, how is everybody today? It's Fast Tip Friday time, Charlie Hauck growth dynamics. I've got one. It might be a little bit long, but some of you—I hope you'll laugh at it, not be offended by any of it—but it's something, It's one of those cycles that I keep running into when I'm out at a client site, talking to their sales teams.

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Podcast: Buying Habits

By Monday Morning Manager on Jun 23, 2025 7:00:00 AM

 

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.

Topics: podcast selling
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Fast Tip Friday: Slow Down to Speed Up

By Charlie Hauck on Jun 20, 2025 7:00:00 AM

Hey everybody. How are you today? Fast Tip Friday from Charlie Hauck, President, lead trainer at growth dynamics.

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Fast Tip Friday: Know Your Business Cycle

By Charlie Hauck on Jun 13, 2025 7:00:00 AM

You know who I am — Charlie Hauck, Founder, President, and Lead Trainer at Growth Dynamics.

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Podcast: Last Minute Deal Breakers

By Monday Morning Manager on Jun 9, 2025 6:00:00 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.

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Fast Tip Friday: How Vulnerability Transforms Sales

By Charlie Hauck on Jun 6, 2025 7:00:00 AM

Hey everybody. Charlie Hauk, president, lead trainer, founder of Growth Dynamics. It's another one of those Fast Tip Fridays for you. You know, one of the things I've really enjoyed about being in this business for as long as I have 36 to be 37 years in October, the ideas and the concepts that we share with our clients, they're not scripted. They're not memorize these things.

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Podcast: Promote Your Deputy

By Monday Morning Manager on Jun 2, 2025 6:00:00 AM

 

Symptoms:

Most of Mike's potential accounts seem to be unable to make a decision on their own regarding his service. They claim they have responsibility, listen to his presentation, but then let him know there are "others" who have final decision-making authority. He is frustrated by this situation and usually just makes his presentation, anyway, hoping for the best. As a result, his closing ratio is poor and his sales cycle is exceedingly long.

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Fast Tip Friday: What Every Business Can Learn From Ritz-Carlton

By Charlie Hauck on May 30, 2025 6:45:00 AM

Hey, I'm stealing some powerful stuff from someplace that I really — I admire this organization. I think they do just about everything right. And if they don't do it right, they're always trying to figure out how to do it right. And it is the Ritz Carlton organization — Ritz Carlton Hotels.

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Podcast: Work by the Schedule!

By Monday Morning Manager on May 26, 2025 6:00:00 AM

 

Symptoms:

Donna hated feeling like this. As hard as she tried, she couldn’t figure out what she was supposed to do when she got back to the office after being out for a couple of days making calls on new prospects and checking up on some existing clients. Her to do list had a bunch of things scribbled on it, but Donna didn’t know which items were most important or when the people she had been talking to were expecting her to follow up.

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