Fast Tip Friday: The Discovery Card
By Charlie Hauck on Oct 18, 2024 7:00:00 AM
Podcast: Is Research a Good Idea?
By Monday Morning Manager on Dec 4, 2023 7:00:00 AM
Symptoms:
Janie really wanted to nail this tele selling thing, she had all tabs loaded on her screen, put on a clean shirt and armed herself with all of the background info she researched on the prospects website. As she got ready to start a conference call.
Podcast: Is Sharing Really Caring?
By Monday Morning Manager on Jul 11, 2022 6:30:00 AM
Symptoms:
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.
N.O.T. - What Does This Mean?
By Monday Morning Manager on Jun 6, 2022 6:45:00 AM
Symptoms:
The silence was deafening. Both Valerie and her prospect sat there looking at each other waiting for the other person to speak first. Valerie had finished her presentation of the new products' features and benefits and was expecting the Director of Operations to give her some indication of how well she had done. Since the training she had received on the new product said any prospect would be blown away by all the new bells and whistles, no one had ever bothered to consider what to do if that wasn't the case. Valerie had covered everything and found herself stuck not knowing what to do or say next. Was the sales call over or was something else supposed to happen?
Podcast: But They Were Interested
By Monday Morning Manager on Apr 11, 2022 6:45:00 AM
Symptoms:
Cody knew that the firm he represented was considered best in class by the other major players in the market. As far as technical competency, customer service and the ability to deliver more than clients expected, Cody's firm always scored extremely high. With that ace to play whenever he needed to, he was sure that his new position as a Business Development Specialist would soon prove to be the road to riches. After his first 90 days Cody and his manager met to review his progress, and the picture was not pretty. Feeling the pressure to turn his fortune around quickly, he only felt more confused since so many of the people he had met with had openly said they were "interested" in his offerings. Why wasn't it working when all the stars seemed aligned?
Podcast: More Options Doesn't Mean More Business
By Monday Morning Manager on Mar 28, 2022 6:45:00 AM
Symptoms:
Linda was frustrated by her prospect's unwillingness to make a decision. Her prospect said he needed some time to digest the three options outlined in her proposal before making a decision. The prospect added that he was pleased with the proposal and that she had done her job well. Now she found herself in the "chase" mode because the prospect wasn't returning her calls.
Podcast: But They Keep Telling Me They Like Me!
By Monday Morning Manager on Mar 14, 2022 6:30:00 AM
Symptoms
Melody and her boss just couldn't understand why she continued to struggle to close business. She was a very outgoing person who was extremely well liked by her customers. She went out of her way to be friendly to everyone and appeared to possess a good knowledge of her product and the selling process. Her failure to excel was confusing to everyone.
Podcast: But They Loved the Demo
By Monday Morning Manager on Jul 19, 2021 6:45:00 AM
Symptoms:
Diane returned from the product demo certain that the features and benefits she shared with her prospect had wowed them. The buyer nodded when Diane asked if the product fit into the product categories they offered to their customer base, and everyone else that sat in on the meeting told her how much they liked what she had presented. She felt as good about this call as she had in a long time, but now six weeks later there was still no purchase order and the prospect had gone radio silent. How did their excitement turn into Diane's frustration?
Podcast: Talk about THEIR business, not just you
By Monday Morning Manager on May 10, 2021 6:45:00 AM
Symptoms:
After having been in the same role for over 5 years, Ted was stuck. "What else can I talk about with these people that we haven't gone over all ready?" was the question Ted kept asking himself (with no answer) after he did a review of his clients. He knew he didn't want to be the pesky salesman that just made a meaningless follow up call, or who stopped in to drop off donuts and see what orders might be around to pick up, but he was also very aware that his manager expected him to keep growing the territory and expanding the accounts.