Growth Dynamics Get Down

Hey, hello again, this is Charlie Hauck, president and founder of Growth Dynamics, offering up another fast tip Friday for all our social media followers.

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.

Symptoms:

Justin was spending some time off around the holidays thinking about his 25 years in sales. There were many things to be proud of, but after a bit of soul searching, he was forced to admit that he thought he'd be a bit further along financially by now or perhaps have a more prestigious title or even work for a better company, considering the two and a half decades he was reflecting on. 

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.

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". As is typical, she proceeded to talk about the long and successful history of her company, then described the numerous accounts they had helped, and then went for a strong finish by stating how confident she was that her extensive line of products would find a good fit somewhere within the prospects business needs.

Fish, rafts, kayaks, canoes, sailboats and swimmers all find much more success when they are moving with the wind or the current rather than going against it.

We are looking to fill a sales position that is sales and nothing but sales.

Please enjoy this read from Dave Kurlan of OMG:

Come in your gym attire because you are about to get a full-day workout at our LinkedIn Worksop on April 2 from 9 am -4 pm at the West Chester University Graduate Center.