Keep your Sales on Track Through the Recession
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Free Download - Communication Categories - Which one are you By Frank O`Toole |
The Miracle Man that was the name of a film I saw many years ago on a sales training course. The film I believe was a true story of a man who had been in a light aircraft plane crash and based on the laws of probability should never have survived. I do not recall the whole story but basically the man survived and was left with a slight limp but no other problems. The story centred round the power of positive thinking and it was obvious that it was his attitude and positive approach that saw him through.
There were 2 main quotes that I recall in the film, the first one was an acronym that he had placed on his desk and it read S.N.I.O.P which stood for Susceptible to the Negative Influences of Other People.
The other quote was I believe to be a Napoleon Hill quote which was 'what the mind can conceive and believe the body can achieve'
How do these two quotes relate to sales?
Insales training courseswe always talk about the attitude skills and knowledge necessary to fulfil a role in sales and always delegates will inevitably come up with words such as positive, enthusiastic, persistent etc.
Yet when you get a group of sales people together at the moment in the midst of a recession, all we really here are negatives such as its hard out there, people are not buying, people have no money etc.
Although I have no doubt it is tougher out there than it was a few years ago and there are probably less people buying it does not mean no one is buying. It is amazing when people talk about the negatives how it seems to invoke a chain reaction. The old saying misery loves company is prevalent in sales teams today.
If only people took more notice of the acronym SNIOP and people realised that it is not the end of the world, yes salespeople in a recession may have to make more calls to get the levels of business or even sell more units at a lower price to get the same return as a few years ago.
But some one said recently on a sales training course that there is no business around, the reality is that as he was saying that, some one somewhere was signing some one up for the product he was selling. We as salespeople now more than ever have to be Susceptible to the Negative Influences of Other People, remember SNIOP
The other quote of Napoleon Hill 'what the mind can conceive and believe the body can achieve' is also extremely prevalent in the recessionary world we live in today.
If salespeople believe the market is dead the market will be dead, but yet there are still sales people hitting their business targets day in and day out. Many salespeople make the mistake of listening to the negative inner voice which keeps telling them that their prospects have no money to purchase etc.
Having survived in selling on commission only in our last recession the advice I offer on all sales training courses is as follows-yes its tougher and yes prepare yourself a you may well get more rejection, but if you increase your activity and sharpen up on your objection handling skills you will survive-we all will
Keep your Sales on Track Through the Recession - To learn more about this author, visit Frank O`Toole's Website.
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Dave KurlanDave Kurlan is a best-selling author, top-rated speaker and thought leader on sales development. He is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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