Hey everybody. Sarah Waple here, and I am not here with a mid-week motivation. I am doing a Fast Tip Friday, and this is my tip for this Friday: You need to engage your child-like ego state and do some role-playing before you make that big sales call we talk about all the time—calling and getting your coaching, discussing all the things that can go wrong, going over your discovery card.
Podcast: But They Keep Telling Me They Like Me...
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 everyone.
Fast Tip Friday: Strategic Success at Any Event
Hey everyone!
Sarah Waple here, President of Growth Dynamics, and I’m bringing you this week’s Fast Tip Friday.
Topics:
Sales tactics
Coaching
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Podcast: Give Them Some Homework
Symptoms:
The Purchasing Agent started the sales call with: "So, what do you have for me today?" It struck Jennifer that she was hearing this line far too frequently when she showed up for a sales call with both prospects and current customers in her territory.
Podcast: Decision Meetings
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.
Topics:
Sales tactics
podcast
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Podcast: Is Research a Good Idea?
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.
Fast Tip Friday: 100-Point Week - How to Win More Deals
Hey everybody. This is Sarah Waple, partner at Growth Dynamics, and I am here with a Fast Tip Friday.
Topics:
Sales tactics
sales
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Podcast: Verbal Business Cards
Symptoms:
Mary was on one of her first sales calls as a new rep and the prospect, with his first question, invited her straight onto the Buyers Bus: "Tell me about your company and what you do".
Topics:
Sales tactics
podcast
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Podcast: The Decision is Always Yours!
Symptoms:
Leslie finally got the referral she had wanted: a high-profile client that could be a cornerstone to her entire next year of business...
Topics:
Sales tactics
podcast
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