WEBVTT

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Strategy: Clarify Actions and
Outcomes / Probe for causes.

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Job Task: Generate incremental
quarterly sales in the territory

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Question: Describe a time when
you were the primary cause

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of sustained revenue
growth in your territory.

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Describe a time for me, when
you were the primary cause

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of sustained revenue
growth in your territory.

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Well I've never had a
territory that I didn't grow.

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Not once, never in my 20 years of
selling.. grow or die is my motto!

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But let's see seriously, you
want a good example of a

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time when I caused revenue growth.

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Well, when I worked as a manufacture's
rep I had a real challenge.

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We had an aging product line and

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an economy that was only just
beginning to warm up again.

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I thought the manufacturer was wasting
a lot of money on advertising

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so I decided to speak up.
Now first I got the manufacturer

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to drop another rep and give me his
territory. See he was the main problem.

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After I worked the territory for a
quarter my overall numbers were up

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25% over the run rate
in the two territories.

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See I believe that it's a
matter of relationships.

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When I build a relationship with a customer
it just turns into money. "ka-ching!"