Our Articles on Communication
- From time-to-time, almost every company needs a quick revenue boost for a quarter, a year-end, or a number of other reasons. However, you don’t want to do it at the expense of long term growth or by jeopardizing profits. How do you go about doing it without throwing a lot of money or time into the project?
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When You Can't Get Direct Access To The Final Decision Maker
- Some people think all you need is a good personality and persistence to make it in the world of sales, but most seasoned sales professionals know they need to sharpen their selling skills by continuously learning and practicing.
- We have an environment right now that is very hard to predict, and possessing ways to predict events and changes, both positive and negative, is certainly something that all businesses need.
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Gaining Foresight in the New Environment
So how do we gain foresight into the future, despite the cloudy environment in which we currently find ourselves? How might we know what events are coming, so that we might better prepare?
- Monitoring customer thought would be especially pertinent to your particular industry or market segment. Gaining an insight into your buyers’ opinions could go a long way to helping you predict events and trends in your business sector.
- If you are willing to constantly observe, constantly look, you will be able to perceive things that have not yet materialized. Companies that have enabled themselves to keep watching have been able to see many things before they happen.
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History Predicts the Future after Coronavirus Pandemic and the Resulting Economic Crisis. Part I
HISTORY serves two major purposes:
- To predict the future through the past
- To guide what should be done to meet the future.
History must be based on facts without opinions, guesses, or spin, on real and factual data.
HISTORY’S FIRST PURPOSE:
So what does history predict is going to happen after the coronavirus pandemic and economic upheaval finally subsides and passes?
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History Predicts the Future after Coronavirus Pandemic and the Resulting Economic Crisis. Part II
HISTORY serves two major purposes:
- To predict the future through the past
- To guide what should be done to meet the future.
History must be based on facts without opinions, guesses, or spin, on real and factual data.
HISTORY’S SECOND PURPOSE: To guide what should be done to meet the future.
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Don’t Yield to the Temptation of Price Manipulation
One negative aspect of the supply chain crisis is price manipulation. While in such a crisis, there are those who will attempt to take advantage by madly raising prices. You should not be one of those.
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Scarcity: Perception Versus Reality
One of the phenomena of a supply chain crisis is that specific individuals will take advantage of scarcity by manipulating prices and forcing people to buy through fear of shortages. But when it comes to shortages, there is perception versus reality—that is, scarcities can be falsely reported with much of the public believing a scarcity exists.
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You as a business should conduct your own research regarding scarcities and act accordingly. But on the other side of the coin, consumers will react to news of scarcity based on whatever information they receive. For your prospects and customers, one source of information is going to be your company.
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From The Supply Chain Crisis Comes Opportunity
In the earlier blogs this month, we discussed ways of navigating through this crisis for yourself and your prospects and customers. Now let’s turn around and look at it from a whole other angle—that the crisis will provide opportunities for you and your business.
- We found that if we focused on that middle 60 percent of salespeople, we could change an entire company. Getting that middle 60 percent to become consistent put pressure on the top 20 percent to produce more to stay on top.
- When a sales team doesn’t have a reliable sales process, a salesperson, to make the sale, is constantly having to go back and try and fix things they messed up. If they don’t have that skill, it will be very hit-and-miss.
- As detailed in our book, the sales process, with Research as a critical stage, is built step by completed step. Each builds upon the other as a foundation, and the close sits upon that foundation. The close will either happen or crumble based on how well that sales process is done.
- As covered in the book, our research uncovered that there are 8 core abilities that all successful salespeople—yes, that top 20 percent—have in common. We have isolated these abilities and call them The 8 Cs of Selling.
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You are Only as Happy as Your Last Close
As salespeople, we truthfully love the sale, the whole sales process, and all of the challenges that culminate in the CLOSE!
Each close brings us happiness, a sense of accomplishment, and satisfaction for a job well done, but how long does this last?
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Continuous Improvement Maintains Salesperson Confidence
(members only content) - Why is it no one admits to having the best career out there?
- I guess you can really make a difference in this world! It may even come back to you personally, completely unexpectedly to make a difference when you need it the most!
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Increasing Sales in a Tough Economy
(members only content)
Our Webcasts on Communication
Our Videos on Communication
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Become a Champion Through Practice
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The Decision Process
(members only content)
