By Rob Northrup & Steve Chambers
The global economy has seen almost two decades of solid growth, with a few minor setbacks on the way. Many people who are in sales now have never seen a recession up close and personal. They only know the good times, and their sales habits and philosophy were formed during the boom. Now that the world has changed, they are unsure how to adapt. We are in the trenches, and we would like to share our thoughts and Action strategies…
The Sky is Falling?
There are many industries that are severely affected by the present economy, and many salespeople and business owners are seeing turbulence in their markets. Doom and gloom is the mood of the moment in the news media and the frenzy is also being stoked by the 24/7 news cycle on TV and the Internet.
We are regularly hearing comparisons to “The Great Depression” and fifty-year lows in various statistics. The average consumer is scared, somewhat angry and they are considering lifestyle cutbacks. At the same time, the government is making unprecedented intrusions into the banking system and other parts of the free-enterprise markets, with unknown results.
We should not bury our head in the sand, but we should put this in some perspective before we jump totally onto the Chicken Little bandwagon. Business is normally cyclical, and we are overdue for a slowdown by most past measures. We had somewhat of a perfect storm of events with the bursting of the real estate bubble, the insolvency of many banks due to ridiculous lending practices, and the incredible spike in oil prices which acted like a huge tax on the entire economy. These events are now unwinding and causing pain, but there is a limit to the amount of damage that they can still cause.
For the millions of people whose livelihood depends on selling goods and services to pay the bills, there is no choice but to get up in the morning, put on the work attire, and get out there and sell.
Build Your Defenses
In turbulent times, it is very important to make an honest evaluation of your situation. Napoleon Hill called this “Accurate Thinking” and it is more important in changing times than in more stable ones. If you work for a company as a salesperson, you should consider how safe your position is, as well as how safe your company is. You should take a hard cold look at the industry you are in…be brutally honest….
Assess whether your industry was already facing challenges from technological advances (obsolescence), globalization, or other causes BEFORE the economic slowdown occurred. If your industry looks like a dinosaur, this is the time to make a change to a better industry.
Sales skills are highly transferable…
Sales people are always in demand even during a downturn, and you can use this time while you still have another job to learn the vocabulary and gain expertise in another industry or market.
If you decide that your industry is a good candidate for recovery, then make it your top priority to keep your job. Make yourself valuable and indispensable to your company and the owners. Work harder, do things on time, and without complaint. Watch your expense reports, and be extra careful to only spend money on justifiable business expenses. Be a positive influence on your company and your customers, and don’t make waves.
You should get your personal financial house in order… you want to avoid surprises and control your own destiny. Take a hard look at your income. This could be a great time to find other sources of income, like starting a side business…
You should also look at your expenses carefully. Many people allow expenses to “creep” and you should know exactly what your family is spending. Maybe there are non-essential things that can be eliminated, or maybe you can get a competitive quote on larger cost items like insurance. Consider re-financing your home at todays low rates while they are still available and while your finances are strong.
Try to keep saving some money for a rainy day. Do not look at right now as the “rainy day” and tap into your emergency savings if at all possible. Once you have gotten your expenses in line with your income, it is time to make changes to improve yourself.
Get Back Your “A Game”
During boom times, when things are easy, we often stop working as hard and we stop doing all the many things that improve our sales success. But business is still good, and the orders are coming in, so the bad habits and inefficiencies are masked. We end up with our “B Gane”.
In turbulent times, we must have our A Game to prosper…
Here are a few things to look at carefully…
- You need to work full days, and full weeks without cutting corners…
- You need to stay in close touch with your best customers and resist the urge to cut back…
- You cannot let any projects “slip through the cracks”…if it is real, stay on top of it…
- You need to market more aggressively for new leads and new business…
- Your presentation materials and personal grooming need to be top-notch…
- You need to make every sales call count… pre-call planning and sales strategies are a must…
- You need to stretch you expense dollars and not waste money…
- You need to invest in your personal development with cds and video training…
- You need to remain positive and upbeat and someone your clients want to interact with.
Your customers want to work with dedicated, optimistic sales professional and you need to do everything you can to meet this ideal.
Going on Offense
Turbulent times require a little bit of different thinking than regular or boom times…
You and your company need to make it as easy as possible for the customer to do business with you. Do not give them any chance to not buy. Tell your Sales Prevention Department to take the month off…
You should focus your sales efforts if possible on how the purchase will pay for itself (ROI-based selling) and line up financing and/or payment plans when possible. Again, make it easy to buy from you.
You should broaden your base of contacts at your customers. You never know if your key contact might be laid off or decide to move on and you should be prepared in case this happens.
Think about what needs to happen before your industry will recover, and what statistics you should watch carefully that might signal a recovery. Watch the raw data, not the media spin on the information.
Be on the lookout for weakness in your competition. If they should falter or go out of business, remember that their customers will need service and a future supplier. How can you make the transition to your company easy and inexpensive…
And last, but not least, you should remain focused on the future and the recovery. Find out what they will be working on first when things do turn around. And then take positive steps to work on these things now while you have the time and get everything ready to go when the cycle turns back up. You want to be ready to “pull the trigger” on these sales and close them at the earliest possible date.
Follow this advice, and not only will you survive these turbulent times, but you will also prosper and be ready for fantastic things when things improve, as they always do!
ATTENTION: Discover The Tactics & Techniques of Persuasion
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Principles of “Mind Reading” Revealed
In 1999 one of the world’s finest mentalists (someone who “reads minds” for entertainment without lying to you…it’s magic…) agreed to show me how to calibrate to almost anyone’s thought processes with a quick look at the person and the expression on their face. It took me all of a couple of hours to “get it.” All he asked in return was to tap my mind on the latest in persuasion. It was a match made in heaven.
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** Secret 1 : In EVERY presentation you make your client wants to say “yes”, at least ONCE. Learn how to TRIGGER that moment and move before they turn back to “no!”
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More that will be revealed to you:
* Credibility: 7 things you MUST do to be seen as credible by your client.
* All 59 tactics in persuading anyone to your way of thinking? They are ALL here.
* The Delta Model of Mind Control. (A detailed sequence by sequence of precision based communication and body movements that you will master.
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What will you receive?
Vol. 13: The Delta Mind Control Paradigm of Influence (Part 1)
Vol. 14: The Delta Mind Control Paradigm of Influence (Part 2)
Vol. 15: The Influential Secret of Oscillation
Vol. 16: Credibility: The Pivot Point of Persuasion
Vol. 17: Utilizing Metaprograms for Persuasive Impact
Vol. 18: How the Brain Buys Brand: YOU!
Vol. 19: You can’t Hear “Yes!” if You Can’t Get and Keep Their Attention. How to Rapidly Build Brand You.
Vol. 20: Mind Reading – How to Know What They are Thinking
Vol. 21: Psychographics – Why Your Client Buys…and How to Know in Advance Vol. 22: Optimizing Persuasive Messages
Vol. 23 & 24: Here they are: 59 Persuasion Tactics That Gain Compliance!
The Beginning, the Middle, and the End
In the Master’s Home Study Course Part One (V. 1-12) you learned an enormous amount of cutting-edge material now coming to light in the field of influence. Many consider the Science of Influence the Win Friends and Influence People for the 21st Century! Now you are going to gain access to truly advanced information about social influence and the persuasion process that has never been released to the public, ever!
“Imagine how powerful you would be if you actually knew all the persuasion tactics in existence. Imagine. What would you do? How would you influence others? What would you want?”
Ready? They’re here. All 59 Tactics of Persuasion!
In order to complete the second series (13-24) in the Science of Influence Home Based Program, I’ve decided to give you my secret compendium of all the tactics of persuasion.
A tactic is a very specific maneuver or plan for attaining a very specific goal. A number of tactics usually combine to form a strategy and a number of strategies…spell success. The verbal tactic is the atom. It is the smallest component in verbal persuasion.
The greatest aspect of having all 59 tactics at your finger tips is that you can determine the best tactic for each and every situation that you are in where you need compliance. (That means, “Yes!”)
So many people use the same tactics over and over and begin to sound like a machine. This is true in international negotiation, speeches, sales presentations, or even in getting the date. The person who succeeds and hears “yes” is the person who has the widest knowledge of tactics and the ability to apply them instantly.
“If You Don’t Know the Tactics, You Simply Cannot Be Persuasive to Anyone or Any Group in the Long Term!” Kevin Hogan
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