Wherever you turn and whomever you speak with seems to be upset about recessionary issues. I was speaking with Kerry the other day that indicated to me her frustration with those not making decisions.
I am reminded when I was working on Wall Street during the recession of the 1980’s and my frustration with attempting to close business. When decision makers do not make decisions and elect not to buy from you it ruins your ego. And lets face it when we sell our personal egos do get in the way. Closing business means
1. People buy us
2. People like us
3. People want to invest in continuing the relationship.
This states that our attitude is so much of the selling process. So when our attitude is hampered by economic volatility what are selling representatives and their sales managers to do?
With so many years of selling both commercially and personally, I have coached and counseled many of the need for challenging your attitude. After several recessions, thousands of clients and even more situations I believe your sales attitude can be controlled with the following:
1. Busyness – Sales Managers must encourage staff to get out of the office and visit clients. Yes I know that clients will also state their mutual busyness but when selling professionals are out of the office they are happier. Sales agents are on top of their game when visiting clients and there is less time to think about sales issues. Get out and sell!
2. Negate the Negative – Richard my old mentor once told me if you want to be a millionaire start interacting with them. If you want to be successful hang around successful people. He was correct. And if you review Robbins, Ziglar and Trump they will tell you similar. Stop hanging around people that bring you down. Develop relationships or alternatively remain with only those that are positive and support you.
3. Coaching – Simply put get it. There are two major issues in business today. 1) A lack of internal coaching and 2) employees expectations that organizations must take on the burden of development. If you want to get better seek out people and resources to assist you. Even elite athletes invest in coaches why not you? Stop sitting on your past and begin to pave a new future.
4. Goals – Create short term and stretch goals. These will help keep you focused on small achievements. When reached reward yourself. No one treats you better than you will.
5. Research new opportunities – If the demographics are not supporting your effort seek out new client opportunities or ask for referrals. Researching opportunities for new business might help you from clients that cannot now.
6. Value – Determine your value and have sales managers help you with a value proposition of audio logo. Alter your conversational message so that others think of you developing relationship rather than a transaction.
7. Visibility – Raise the bar. Network aggressively, speak, get referrals, make calls or send letters but simple do what is necessary to increase your visibility. The more people see you the more you become top of mind and when they are in need of services you will be the first they call upon.
What tactics do you use to maintain your attitude and not fall prey to economic doldrums? We want to know. Provide your comments in the space below.
© 2011. Drew J. Stevens Ph.D. All rights reserved.
