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.
Symptoms:
Joe teed up a nice little order at one of his smaller accounts. It wasn't a make or break type of deal, but it created some additional opportunities to expand the product mix and make a lesser account more profitable. In an effort to keep his sale on track, Joe emailed the customer to confirm his appointment for a week later and mentioned that he thought this should be a decision meeting on the product program he was offering.
Friday afternoon and Julia’s mind was already on the vacation she had coming up in three weeks. The past week she dealt with the one sales challenge that constantly caused her frustration, and no matter what rebuttals her manager told her to throw back at the prospect the result remained the same; no sales because her price was too high.
Hey, this is one of my favorite topics and I know I say that about a lot of things, but this is really one of my favorite topics. Why? Because it's about time off!
Leslie finally got the referral she had wanted: a high-profile client that could be a cornerstone to her entire next year of business...
Let's get right into it. One of the things that happens in my business, because we offer so much individual coaching with all of our programs, is people will constantly call me and say,
Hey, everybody. Charlie Hauck back again for another Fast Tip Friday. When you do 50 of these a year, whatever the number is, sometimes it's a stretch to find the content, but we'll give it a shot. This week, it's not going to be long, but I hope it makes sense to you. It makes sense to me and I'm the king of everything, so let's go with it!
This week, I've got another crazy idea for you... and it just applies to so many things and I think it's a lesson or a saying that we've all heard many times in our lives that tries to get us to really focus on the right thing to do or the right thing to believe in.
We're in the middle of winter. In Philadelphia, we haven't had any snow this year, but it's been cold. Tonight, it's going to get really cold and tomorrow, it's going to be really cold. Guess what... no matter what the temperatures are, we still have got to get things done.
Leslie finally got the referral she had wanted: a high-profile client that could be a cornerstone to her entire next year of business.
