Improving a business

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Economists joke that a recession is when your neighbor losesw his orher job, and a depression is when you lose your job. Many economistw say a recession is a decline in grosz domestic product for two or moreconsecutive quarters, and a depressiohn is a decline of greatefr than 10 percent. Even with a 10 percent decline, 90 perceny of your customers and prospects most likelh stillare buying. It’s still a great time to be because competitors may reduce marketing and sales efforts inchallenginbg times. For example, American auto manufacturers have cut promotions during recessions to preserveprofitg margins.
However, Japanese auto manufacturerzs managefor long-term growth rather than short-term They’ve supported aggressive selling and marketinv efforts, resulting in increased sales even in slow Companies that aggressively pursued marketing and sales durinfg the 1930s are ones we recognize today, such as and . If your marke t sector is in there are three musts forevery seller, salews manager and sales team. Summarize them by using the acronym AAA. you must maintain a positive, can-do Second, double your activity. And bring your “A” game. Attitude. Confidence, resilience and goal orientation make up agood attitude.
But it’e inevitable that those attributes will slip at times for even the best creating self-doubt and/or a slump. Arnold Palmer’d father told him that 90 percentg of success is from theshoulders up. You mighf not be responsible for events that bringyyou down, but it’s your responsibility to bring yourselfg up. Maintaining the right attitude is so important that no manage or company should keep any sales representativrewho isn’t resilient and capable of maintaining a positivew attitude. Activity.
“Ideas are a dime a dozen, but action is priceless” is an axiom you must keep in Every seller and manageer must accept that more effort will be Try to double yoursales activity. Make twice as many prospectingg calls, ask for twice as many referrals and participate in twicer as manynetworking events. Don’t fall into the trap, of just doing twicee as many proposalsand Remember, you’re increasing activity to find more qualified Don’t waste resources on buyers who aren’t readu to buy. Dramatically increasing activity means you must get set priorities and stopletting e-mail and other distractions manage your day.
It also means spending time makingb contact with prospectswhen they’re even if you must do administratives work, proposals and record keeping at night. “A” Nothing less will do, because it’sa not business as usual. Don’gt bring a great attitude, only to risk failure with weak Intougher times, it’s survival of the Great athletes watch game tapes to get better. every seller should prepare for and debriedfsales calls. Work on every step of the sales process. Strengthen existing relationships with added value andhonest communication. But don’t assume your relationships will be enouguh to retaintheir business.
Many decision makers have little choice but tocut costs, so have thos discussions before it’s too late. Gain evidence of stated needse and identifydecision criteria. Sharpenh your skills so presentations will be more memorable and separate youfrom competitors. Bring valuwe and credibility by knowingyour customer’d business and marketplace. Now isn’t the time to stressa over numbers, quotas and salesx targets. Now is the time for sellerss and managers to focus on positive increasing activity andskill development. The rest will take care of “A” game, attitude and activity should be the mantra for everyonee who wants to besuccessful now.