Growth Dynamics Get Down

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".

Hey, normally I try to stay in business attire, talk to you about business things, dressed as a business person. But as you see, today, I've got a I've got a bike jersey on.

Symptoms:

“Here we go again,” Jim thought as he walked into his last call of the day. He always scheduled this monthly call to be the last of his day as it left him annoyed, angry, and confused when he walked out the door. Jim just could not create the type of relationship with this business owner that he felt was key to his success with other clients. There were never issues with products, pricing, or communications from Jim, his agency, or the manufacturers, but these monthly update and prospecting meetings always ended up making Jim feel like a complete failure. Jim’s positive, enthusiastic, and lighthearted approach obviously missed the mark with this client, and Jim was sure the client disliked the meetings as much as he did.

Symptoms:

Lauren hated watching the network news or seeing the latest news flashing on her phone. It seemed like the "Big Story" everywhere was another mass shooting, a political meltdown, a plane crash or other sad story. The positive outlook Lauren typically brought to each day had always kept her going no matter what she encountered in her business development activities. But now, so many people she spoke with apparently felt like there was so little certainty left in the world, and some of them wanted her to join in their negativity. Looking at how hard she was working just to maintain some positive momentum, Lauren began to have some doubts of her own about the future.

Symptoms:

“Here we go again,” Jim thought as he walked into his last call of the day. He always scheduled this monthly call to be the last of his day as it left him annoyed, angry, and confused when he walked out the door. Jim just could not create the type of relationship with this business owner that he felt was key to his success with other clients. There were never issues with products, pricing, or communications from Jim, his agency, or the manufacturers, but these monthly update and prospecting meetings always ended up making Jim feel like a complete failure. Jim’s positive, enthusiastic, and lighthearted approach obviously missed the mark with this client, and Jim was sure the client disliked the meetings as much as he did.

Symptoms:

Donna hated feeling like this. As hard as she tried, she couldn’t figure out what she was supposed to do when she got back to the office after being out for a couple of days making calls on new prospects and checking up on some existing clients. Her to do list had a bunch of things scribbled on it, but Donna didn’t know which items were most important or when the people she had been talking to were expecting her to follow up.

Symptoms:

Donna hated feeling like this. As hard as she tried, she couldn’t figure out what she was supposed to do when she got back to the office after being out for a couple of days making calls on new prospects and checking up on some existing clients. Her to do list had a bunch of things scribbled on it, but Donna didn’t know which items were most important or when the people she had been talking to were expecting her to follow up.

This article comes to us from our partner TTISI.