The largest singular problem with selling in a onerous economy is change. There is change in buying power, change in budgets, even change in decision criteria. However, what is not changed, are goals, annual commitments and a desire to excel.
I am prepared to bet that you believe that the economy is holding you back from quota. I am prepared to believe that stress is increasing. How lousy do you think the economy truthfully is? Do you believe the economy is why you can't sell anything? Well, here is some interesting information for you.
Halloween spending this year is $6 Billion.
Christmas spending on the Internet will increase by 22%
According to a up to date CNN report, Americans save only 1% of their income.
Review your interstates and local roads; notice all of the new automobiles.
American football stadiums are still selling to potential crowds.
Fast food and restaurant potential has decreased only marginally; people still go out to eat!
Beer and liquor products are holding up good.
Seven of every ten organisations are holding an annual holiday party!
So, if the economy is down, why is there so an entire lot spending? While I do not suggest you ignore the issues, nevertheless, media outlets seeking viewers contrive an entire lot of the news. Selling professionals need ignore these unnecessary distractions and simply sell. Stop getting distracted and discontinue listening to the negative. You must find approaches that offer the inner track and get your sales into 5th gear.
The following are items you influence to take you from worst to first!
Do not watch the news and ponder the negative. Rather hit upon trends that enable you to help clients. Look at trends that buck recessionary trends. This time of year, there are budgets that still require spending.
Do not hover around negative people. They only make you negative. Rather hit upon new associations that build your commercial enterprise. Find networking clubs and associations seeking positive volunteers.
Do not take heed to rumor. Rather only, act on information that proves to be factual. Review statistics and seek sincere information sources.
Do not- waste time with unnecessary meetings. Rather, understand objectives and agendas earlier you attend. Your precious time wants to be spent selling.
Do not waste time. With greater time yielded by canceled appointments, hit upon approaches to enhance your craft. Attend a category or read a book that presents professional improvement.
Do not sweat the small stuff. You will gain some additional canceled engagements and letters of intent. Do not focus on the negative hold onto relationships for future growth and opportunities.
Do not treat non-paying and terminating clients badly. Research proves that 40% of every selling situation is based on customer service. The world is flat and the world is small, your present non-pay might become a future long-term prospective client.
Do not look for the gloom yet the gold. The New Year, the new President brings change. Change presents new opportunity. Change presents mild in what appears dark.
The current economic problem will eventually become coffee desk conversation. Change presents renewal and growth. Within a better several years, growth returns and these issues are past experiences. To maintain perspective and gain the inner track you ought to operate in 5th gear. While your competitors downshift to first gear congruent with economic trends, now is the time to press down on the pedal and accelerate past the competition. Begin doing issues the others dont.
2008. Drew J. Stevens. All rights reserved.