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Podcast: Buying Habits

By Monday Morning Manager on Aug 8, 2022 6:30:00 AM

 

 

Symptoms:

Having earned a small commission check last month from her sales job, Marta was doing her best to replace her old refrigerator and had already hit the local appliance stores, as well as a few of the Big Box outlets.

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New Training Session: Join Us

By Sarah Waple on Jul 20, 2022 2:09:37 PM

We are pleased to announce the newest rotation of our High-Performance Sales Program is slated to start on Wednesday, Aug. 10. This course follows the revised timetable and curriculum that was offered at the start of 2022. 

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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.

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Fast Tip Friday: Always Sell With One Hand on the Doorknob

By Charlie Hauck on Jul 1, 2022 6:45:00 AM

 

Good afternoon, welcome to another fast tip for Friday. Today's topic is one where it's the end of the week, I hope everybody's had some success prospecting. I hope someone has advanced the opportunities in their pipeline to the point where you can expect to collect a decision on the next call, you've done enough fact finding, you've done enough discovery or diagnostic interview and work and now you're at that step in the process where it's either time to fish or cut bait, or we're gonna get a yes or no, but either way, we're going home for a decision.

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Podcast: Mental Distractions and Clutter

By Monday Morning Manager on Jun 13, 2022 6:30:00 AM

 

 

 

It was early Monday morning and Brett was lying awake in bed, worrying about his upcoming week. Although his business and personal life was running about average so far this year, he had fallen into the habit of replaying past failures in his head, worrying about every little thing on his numerous To Do lists, and allowing a constant stream of negative internal talk. All of this was causing him a lot of anxiety and stress, both before and during many of his business development meetings.

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Fast Tip Friday: Warm Leads Create False Hope

By Charlie Hauck on May 27, 2022 1:06:17 PM

Do you ever get caught up with warm leads? You have hope but cannot get the win? If so, this is the topic for you.

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Fast Tip Friday: Steak vs Hotdogs

By Charlie Hauck on May 20, 2022 7:00:00 AM

Do you prefer hotdogs or steak? I bet you said steak.

In this episode of Fast Tip Friday, Charlie talks about the analogy of Steak and Hotdogs to encourage your sales efforts.

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Podcast: Emotions and Margins

By Monday Morning Manager on May 16, 2022 6:30:00 AM

 
 
Symptoms:

Chris is concerned about his sales team. They are active, they are selling, and sales are up but margins are way down. The business model allows reps to be flexible in the field and sell at the prices they feel appropriate. But something is missing, and Chris is unsure how to help his field reps get more margin. He doesn't want to kill the ability of his reps to set pricing in the field, but doesn't know what information they need in order to be better at the task.

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Fast Tip Friday: Happy Ears

By Charlie Hauck on May 6, 2022 7:00:00 AM

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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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