Kathy is frustrated after a recent sales call. She believes if she was brave enough to ask about certain things, the call would have gone her way. It seems like she is constantly on defense and that the client is intentionally "pushing her buttons". Despite her training, it felt like she was always reacting to every little thing that was said rather than thinking about what was really going on. How can she find a way to consistently act like a professional on the call?
I wish this week's topic was more positive, more energized, more something good that happened… But I'm going to disappoint you all if that's what you're looking for.
One thing was certain: Derek was going to get an earful when he mustered the courage to tell his biggest customer that the truckload of material he was expecting was going to arrive three weeks late.
Hey, look, I'm ready for hate mail after this one...
Hey, welcome back, it's Charlie Hauck, President, CEO, and head trainer at Growth Dynamics. Here is another one of our Friday Fast Tips. Today we have a quick lesson on business development execution.
The Purchasing Agent started the sales call with: "So, what do you have for me today?" It struck Jennifer that she was hearing this line far too frequently when she showed up for a sales call with both prospects and current customers in her territory.
Hey, it's that time of year again. If you've got any conscious time on this planet, it seems we've all gone through this sort of fifth season that seems to be part of our lives. In fact, I think it's become so much a part of our lives, we don't even recognize it as a season, but I'll challenge that. I think back to school is a season!
Symptoms:
No one told Melanie that she would be making calls on her own just two weeks after she started working at Quality Stuff, Inc. When she first began, her new manager said she would do ride-alongs for at least a month and then be slowly let off the leash to contact customers by herself. But that plan went out the window this morning when Melanie found out her mentor had called in sick and she was expected to keep an appointment and fly solo with a very important customer.
Hey, everybody, Charlie Hauck, Growth Dynamics, president, trainer, all that kind of good stuff. You know, we all look for validation one way or another. Somehow, some way, we like to see that the things we're thinking, other people are thinking, and in my business, I love to find out that I'm aligned with some of the great business minds that are out there, the people that kind of lead the way on performance.
How did it happen again? Ed believed he nailed that presentation and felt he’d been as prepared as he could be for any questions the prospect could have had about his company’s latest technology.
