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Podcast: Price? We talkin' about price?

By Monday Morning Manager on Feb 28, 2022 6:45:00 AM

 

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.

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Podcast: Is Love In The Air?

By Monday Morning Manager on Feb 14, 2022 6:45:00 AM

 

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.

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Podcast: No More Pennies 2022

By Monday Morning Manager on Jan 24, 2022 6:45:00 AM

 

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%.

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Podcast: But I Don't Know Anything

By Monday Morning Manager on Jan 17, 2022 6:00:00 AM

 
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Podcast: Sell First, Educate Second

By Monday Morning Manager on Jan 10, 2022 6:00:00 AM

 

Symptoms:

Sadie was pumped to have a meeting with the right decision makers on her new product. They quickly agreed to her lunch and learn invitation and even let her know how excited they were about her products. They used a competitor’s products, and this was her chance to get the sale. She gathered the standard slide deck, added a few slides comparing her product to the others in the marketplace and even went as far to include delivery information. She knew this was the lunch and learn to end all lunch and learns and it would be an easy close.

Yet, when the presentation wrapped up Sadie asked if there were any questions and no one had any. They kindly thanked her and out the door she went. Later she learned the company went with their existing vendor.

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Podcast: A Special 2022 Start

By Monday Morning Manager on Jan 3, 2022 6:45:00 AM

 
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Podcast: Thirsty For More?

By Monday Morning Manager on Dec 20, 2021 6:45:00 AM

 
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Podcast: Give Them an Exit

By Monday Morning Manager on Dec 6, 2021 6:45:00 AM

 
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Podcast: The Voices Inside Your Head

By Monday Morning Manager on Nov 8, 2021 6:45:00 AM

 

Symptoms:

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?

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Podcast: Procrastinating on bad news

By Monday Morning Manager on Oct 18, 2021 6:45:00 AM

Monday Morning Manager

 

Symptoms:
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. With the last six months seeing all kinds of shipping headaches, the customer told Derek that their patience was wearing thin. They demanded a more reliable delivery schedule and that Derek be more honest and timely communicating with them.

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