Symptoms:
Abby prided herself on the level of customer service she delivered after the sale, and loved the loyalty her customers expressed to her. That loyalty also had a troubling side and it was beginning to show.
Podcast: Price Is Never The Issue
Situation:
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.
Fast Tip Friday: Closing Is Not the Problem
I really want to throw something at you. If you're in business development, I know that there's a lot of pressure and there's that old phrase, ABC, Always Be Closing. And there's a lot of pressure, a lot of people that maybe your managers, your mentors, even the people you respect the most, that are saying, "you've got to learn how to close, you should always learn how to close, always be closing, a lot of pressure to close, get that decision, close the deal".
Topics:
Sales tactics
skill development
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Podcast: Why Do You Have to Guess What They Want?
Symptoms:
With her best customer looking for something creative to solve his inventory issues, Ginny realized that none of her immediate ideas sounded likely to impress the customer.
Topics:
Sales tactics
podcast
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Fast Tip Friday: Always Sell With One Hand on the Doorknob
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.
Where are the Dinosaurs?
Symptoms:
Jerry never felt compelled to trust or rely on technology. In his opinion nothing beats getting out there and looking someone in the eye or at least picking up the phone and chatting live with a prospect or a customer. No one ever refused to do business with Jerry, and in many of his customers’ locations he had free rein to essentially come and go as he pleased. No way email could be that important as long as Jerry could walk in, pull up a chair and talk about personal “stuff” before staring his pitch. Jerry thought email and all this new “webinar” and virtual selling stuff was just more trouble than it was worth and never going to be as important as that face to face visit. Jerry stuck to his guns and even managed to get one of the inside team to transcribe his emails, so he was not forced to adopt that new-fangled irritation into his sales game. And then Covid-19 arrived, and Jerry was lost.
