There are only three types of employees in the workplace today, and with unemployment on the rise, two of these groups are at high risk of losing their jobs. If you don’t want to become one of the 27 million that are out of work, then you must get yourself into the third group.
A lack of closing material will stop the close. It is one of the top ten reasons for not closing the deal. The close is where you hit pay dirt for the first time. While most sales people agree that the average customer has to be asked five times before they will finally close, the very same sales person only has four closes.
Recessions cause the economy to contract and make it more difficult for people to do business. What we are experiencing at this time cause people to respond in a similar manner, reacting to economic contraction with more contraction. While it may be a normal reaction to contract at this time it only guarantees that you will be smaller when this is all over.
Price is always a very sensitive issue, especially during times of contraction when money is tight; consumers are scared and more selective with their money. The first response (incorrectly) is to reduce price in order to make up for less volume. It is a myth that a lower price will sell your product and in fact, a formula for disaster and guarantee of failure for most.
I was on a plane with Academy award winning actor Ernest Borgnine, 93 years old, (202 movies to his credit) as he was on his way to Toronto to shoot a movie with Bruce Willis. We got into a conversation about work and retirement and he said, “retirement will kill you, work gives you purpose.”
While it is agreed that training can improve the production results of a company there is no shortage of companies and executives that question the return on investment (ROI). Before you calculate the cost of training you should calculate the cost of mishandling opportunities that result from not training your people.
We are now in an economy where all the energies and efforts of the organization have to be focused on selling, sales and sales training. You are in serious trouble if you don’t like the ‘S’ word. Marketing, advertising, organizing, planning will not get you through this business cycle; selling products and services is the critical make break point of every organization in today’s economy!
The world could learn a great deal from Santa about what it takes to be successful especially regarding how to work and sell your products and services. If you want to know what it will take to get the job done in 2010 then just do what Santa does every day, every week and year after year.
When economies change from being very optimistic and positive (expanding) to very difficult and negative (contracting) people generally move through a number of responses. These response are somewhat similar to experiencing the loss of a loved one. The first response is denial, then anger, resentment, and for some apathy before they are able to do what is necessary to recover from the loss or change in conditions. Those that succeed during major economic contractions use these challenges to inspire solutions, creativity and new levels of production!
There was once a young man who was gifted with the ability to speak, persuade and move people. Rather than using his gifts to improve conditions around him he used his gifts to criticize what others had done or not done.
A sick economy is like flu season, take extra care not to get sick. If you see others getting sick stay away from them, avoid doing what they do or where they go to get sick. If you do get sick, first get well and get yourself in a condition so that you don’t relapse.