Growth Dynamics Get Down

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.

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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Symptoms:

Valentine looked at his schedule and realized he is schedule to go visit a favorite client, or maybe a prospect, or maybe even still a suspect, this week. He absolutely loved spending time with this person and company. It was so easy to get into the office and visit with all the staff in the office and then grab a few minutes with the CEO to catch up and see what’s happening in their world.

Buying a snowblower?  Pick one, have it delivered, wait for a snowstorm and blow some snow.  What's the worst that can happen?

Symptoms:
Sondra worked relentlessly to hit her numbers and keep her territory on top of the rankings.  Never shy about asking for business, if a sales report showed a dip in the numbers, Sondra would beat the bushes for the orders that might help push her over the goal for that quarter. Her customers believed her products were top-notch, as did other users down the distribution line. And because of this, if Sondra pushed a little at times, they often felt it wasn't too hard to accommodate her request to order early or more than planned.

This recent testimonial comes from one of our newer students Gianna. Gianna is a recent college graduate and was hired for her first sales role before her college commencement even took place.

Symptoms:

The sales quotas for the new year came down from the C-Suite. Hunter took one look at the email and felt sick to his stomach. This past year Hunter felt like he did as much as he could do without giving up all his personal time to his job. What more could he do to hit the 18% increase that was now expected by the bosses? Big accounts, whales, mom and pops, and all those accounts that no one else wanted helped make up his production this year. Hunter struggled to believe he could do 10% more let along a full 18%.