Is your fear of hearing the word “No” keeping you from working with authentic leads, causing you to waste time, and leading you to self-deception about your success? What if instead you learned how to have the uncomfortable, upfront conversations that could result in disappointment – but could also lead to lucrative business relationships?
In this provocative episode of Let’s Talk Business, Meny speaks with Charlie Hauck, Founder, and President of Growth Dynamics, about how to balance self-confidence with humility, ways to avoid wasting time in the beginning – not the end – of the call, how to get more referrals, why you should never use the word “sales,” what three questions you should ask at the end of every meeting, and much more.
Charlie Hauck, Founder, and President of Growth Dynamics, specializes in giving senior leadership the power to raise expectations and hold people accountable for performing at the highest levels. After starting his career as a roofing contractor, he moved into sales and business development… where he failed. But that failure became his greatest teacher, and has helped him become an expert and sought-after coach and teacher, which he has been doing for the past 34 years.
Listen and enjoy!
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Whatever You Do, Don’t Call It Sales! with Charlie Hauck
Key Highlights:
[00:01 – 16:40] Opening Segment
• Charlie’s background and story
- Moving into sales and business development
• How ego and self-confidence can be confused
• Why sales conversations should be replaced with business conversations
- Selling belief and trust is more important than product or service value
[16:41 – 33:05] Stop Selling and Start Prospecting
• Stop selling and have an abundant mentality
- Target the right people and talk to enough people
• Deliver service beyond expectation and ask for help in growing business
- Get the right decisions and respect the gift of time
• Respect the prospect by not being pushy or aggressive
[33:06 – 49:53] The Power of Trust-Based Relationships
• Truthfulness and slowing down the process leads to better outcomes
• Why success comes from referrals and introductions
- Trust is key to successful referrals
• How to succeed in business development
- 3 essential traits and tips from Charlie
[49:54 – 54:18] Closing Segment
• Charlie in the rapid-four questions
• Q&A: Is there a secret that makes cold calling less unappealing?
Key Quotes:
“Confidence is knowing that whatever circumstance you find yourself in, you can do what you have to do to survive.” – Charlie Hauck
“Most people in business development think their job is to collect yeses. That’s not it, it’s to collect decisions.” – Charlie Hauck
“The slower you go, the faster it will happen.” – Charlie Hauck
Want to connect with Charlie? Head to Growth Dynamics where greater results can be achieved!
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About Charlie Hauck
This season of the podcast is sponsored by:
