Dewey is a prolific prospector. Like the sun rising in the east, you can count on Dewey making more sales calls than anyone on his employer’s sales team. No matter where he goes, Dewey will find someone to talk to about his products and services.
Hey, how is everybody out there? Thanks for tuning in to Fast Tip Friday from Growth Dynamics, this is Charlie Hauck. I've been running into a lot of conversations recently with my clients and some other people that I do business with and it's centered around this idea of understanding people.
It drove Izzy crazy, and he had no clue what to do about it. Day after day, email after email, Izzy sent messages that were honest, professional and ineffective. His subject lines told the truth in short comfortable requests for the recipient to please read the message. In short, Izzy felt like all his email correspondence was going into black hole where no one read them or responded to them. He knew that getting some traction with his new line of beverages would be a challenge, but this was downright agony. Was everyone in the world so cold and callous that they just did not bother to send a reply, even if it was thanks, no thanks?
I want to talk about a little sales strategy here and it's something that over the 30 plus years that I've been in this business, is one of the things that sort of annoys me more than anything else that I hear business development people doing out there. They do what I call "drive-by disqualify". They decide that it's not worth it to make that call, to pull into that driveway, to knock on the door, to go ask someone to have a business conversation.
Situation:
You just realized that you sell a commodity, and all that feature and benefit propaganda the Research and Development specialists fed you sounds exactly like the competitor’s features and benefits. Now you must find a way to re-invent yourself so that you are not just another “me, too” person trying to schedule a sales call here, there, and everywhere.
It's time for another one of those Friday fast tips from Growth Dynamics. I'm Charlie Hauck, President and CEO of the organization and I want to bring up a topic that I'm sure a lot of you've heard about in your professional and personal lives. I want to take another stab at the idea of the value of time and getting things done.
Symptoms:
Have you ever been part of a sales call where there seemed to be little structure, where both parties seemed to be on different pages, where expectations were not met, and little was accomplished? Even worse, you expected something positive to occur but simply got a lukewarm response such as, "I need to think it over. Call me in a few days." Opportunities are squandered and the buyer seems to be in control.
Hey, I've got kind of an offbeat topic to talk to you about today. Real quickly, I want to bring up this idea of what we call, "wishy-washy" language.
"Bulldog" was his nickname and he was proud of it. Guido spent years proving that no one could escape him once he made you a prospect.
Hey, welcome back, everybody. It's nice to have taken a couple of weeks break, gotten away from things for a little bit. I needed to vacation. I feel reenergized and back to offer another Fast Tip Friday moment from Growth Dynamics.
