This weeks
Article....
Selling More in the Down
Market
The strategies the top 20% use
to succeed
If we are to believe everything
on the TV, radio and paper, Chicken
Little would be having a field day! Yep
the sky is falling and we are all in
trouble!
Or are we? In the past
recessions more new business were
developed than in the up period that
preceded the recessions!
Obviously there must be
opportunity in a down market?
The question is, "How do we take
advantage of this window of
opportunity?"
Here are several steps that can
put you in the top 20%!
The Control Issue:
The first point is to understand
you can only control what you can
control. Everything else is out of your
control and just wastes time and space in
your head! Yet how many people do you
know spend most of their time and energy
talking and worrying about what they
cannot control! Dangit this stuff does
not pay the rent, so why let it have
space!
So what can you
control?
How you think and what you think
is under your control.
Your habits and behaviors are under your
control.
Your actions, words and deeds are under your
control.
How you treat people and the world around you
is under your control.
So the first step is to be sure
you are controlling what you can control.
This will build your confidence, give you
focus and separate you from all the noise
that is controlling others. Ways to do
this, read the rest of the
article.
The question issue:
It is proven by research that
asking questions is one of the most
powerful, yet lest used tools to tap into
your powerful mind! Yep, that's
right!
All the self-help books preach
affirmations to make you successful, yet
most highly successful people really do
not use them!
What they do use is continually
asking themselves questions! How could
I....? What could I....? What if
I...?
What this does is kick in the
brains most powerful asset, it's
obsession with solving problems! Give
your brain a problem in the form of a
question and it has to solve it! That's
where those 3 am great ideas come from,
you asked a question that night, last
week, last year and the brain has been
working on solving it ever since
then!
In a down market you need to ask
your brain more questions to find
different answers and solutions. This
will keep you focused on what you can
control and help you to create the right
habits and actions!
The discovery issue:
The last real downturn was over
12 years ago! That means a great many
salespeople and companies have not
experienced these times. They have been
successful and riding the wave of
economic growth! Now the methods they
have been using may not be as effective
in the down turn and they have to
discover other methods to simply
maintain, much less grow!
Your customers may be some of
these people looking for that new
answer.
Back to the power of great open
questions!
This is one thing you can
control! Rather than being a "product
puker" change to a "solution finder" by
forgetting about your product and
discovering what your customers really
need! In our trainings professionals
learn how to use the "5 Magic Questions"
that can sell almost anything. These
focus on the client, the needs and the
solutions. In down times people are
looking for solutions and opportunities.
How are your helping find
them?
The Willing to Change Issue:
Lee Salz, a fellow sales
consultant uses the DOODO Bird as an
example of companies and salespeople that
refuse to change. The DOODO bird is
extinct!
When we hear the fatal
terminology, "we have always done it this
way" in a down turn, you can plan on
buying that organization for pennies on
the dollar in short time. The same goes
for the salesperson!
First and foremost you must be
willing to change and try something
different! When your brain gives you that
great new answer to your questions, get
busy putting it into action! This will
not only set you apart from the rest, but
probably put you into the top
20%!
The one, who solves the most
problems, creates the most solutions and
discovers the most opportunities will be
in demand and reap the
rewards!
Will doing it the same as you
have been get you these results? Or will
it just require more work, more hours and
less reward?
There could be more ideas, but
if you can focus on these four and truly
take them to heart, you can be the
leader, not just the survivor!
To your success!
Till next time...
Harlan Goerger
© Harlan Goerger
11-2008
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