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Ah yes, the prospect tells you they are very interested. You get excited, you do the leg work and then.....your sales numbers look terrible. Where did it go wrong? This episode reviews the reality vs. interest trap. 
Getting down to the end of a project and finding out key parts are missing is a miserable experience. Sales is no different.
When the prospect starts telling you how much they like you and what you are good at, turn your ears on. 
When prospects ask about price, channel your inner AI and say "Price? We talkin' about price?" or maybe don't do that, but you do need to find if you are REALLY talking about price. 
Is Love In The Air?

Is Love In The Air?

2022-02-1406:21

This special edition Monday Morning Manager brings to you a little lesson about love. 
Be sure to add some easy prospecting to your day by cross-selling to current clients. 
It might be time for updates from national sales meetings or maybe new product launches, but how are you going to leverage that information? 
Thirsty For More?

Thirsty For More?

2021-12-2005:59

This year-ending 2021 Holiday Special is just what you need to wrap up 2021. 
The saying "Say it don't spray it" might apply to some sales persons' qualification of leads. If they can spray their goods, demos and quotes, someone will eventually say yes. Yet, that might not be the most effective selling process. Listen to this week's podcast to learn about sales qualified leads. 
Consistent Production

Consistent Production

2021-10-2507:03

Are you measuring what is keeping you consistent, or maybe even inconsistent? If you aren't, listen to this week's episode to find out why you need to be. 
Price increases, availability of product or tough schedules can be reason why a sales can be unpredictable, but with a little fine tuning of your process, it doesn't have to be. 
2021: Halfway to 2022

2021: Halfway to 2022

2021-06-2805:31

It's time for our annual halfway to the new year check in.  Give your 2021 goals a look and make sure you are on track to hit them, or plan to change what you are doing so you CAN hit them. 
A very simple phrase, but possibly a hard concept to learn: Stop selling and tell the truth. This can change the pressure salespersons feel to always get the sale, no matter what. This week's episode helps take the pressure from the seller and the buyer. 
Name The Meeting

Name The Meeting

2021-05-0307:54

A simple concept can change how you start your meetings on the right foot. 
Selfish, not Greedy

Selfish, not Greedy

2021-04-1206:39

Good things comes to those who wait? Or do you need to create your own better tomorrow?
Oh, Jim. What are you doing now? 
We know the customer believes they are always right, but what happens if you need to tell them no? This week's episode focuses on how to navigate customer conversations so you, hopefully, don't have to say no very often. 
The beginning of the year is always a great time to revisit the building blocks of good habits. Be sure to listen to this episode to brush up on your buyer's bus idea and find out if you are currently on someone's bus. 
Covid Fatigue

Covid Fatigue

2021-01-1806:31

So.much.covid.talk. Maybe you are just over it all. How could Covid Fatigue be impacting you and your business? Listen to this week's episode to find out how to manage some parts of Covid fatigue. 
The Emotions of Margin

The Emotions of Margin

2021-01-1106:07

Margin, Points. Percentages off, discount, deals... all ways for buyers to take a money out of your pocket. This episode discusses how to avoid getting into a price conversation and help buyers discover the real reasons to buy from you, lowest price or not. 
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