Recession Proof Your Sales
Recession Proof Your Sales
However, whether it’s real or imagined, recession is something we have to deal with mentally and physically. So, here is my take. To recession proof your sales you’ve got to use both defensive and offensive strategies.
Defensive strategies include:
A) Analyzing the situation. Break the problem down to manageable pieces. Many times we think something is a much bigger problem than it actually is. Too many salespeople worry about imaginary problems instead of dealing with reality. Ask yourself "Is this a real problem or am I imagining a situation that doesn’t really exist?"
B) Isolating the problem. If the problem is real then break it down until you find the underlying cause. For example: Is your closing ratio down? Are your order sizes diminishing? Are you simply seeing fewer and fewer prospects? You can also ask your customers how they see the situation and more importantly ask for their input on how to rectify it.
C) Guarding your mind. Be careful of who and what you listen to. If you’re listening to negative salespeople you will get bad advice. If you’re listening to the evening news, I know you’re getting bad advice.
Spend 5 percent of your time on the problem and then go on the offensive.
Offensive strategies include:
A) Goals. Take some time to re-assess your goals and set some new targets.
B) Attitude. When you start to think negative thoughts, tell yourself the word ‘cancel’ and replace those thoughts with something positive and uplifting. Listen to some inspiring audio programs and read inspiring books.
C) Make a plan. Take time to write down some action steps you can take immediately that will move you closer to your goals.
D) Take action. Action always equals results. Even if you don’t feel like you accomplished anything at least you found out what didn’t work and you are closer to success.
E) Play the numbers. The quickest way to increase your income by 25 percent is to sell to 25 percent more qualified prospects. If your normal closing ratio and order size remain the same and you close the sale on 25 percent more qualified prospects, your sales will increase by a similar ratio.
F) Back to the basics. When all else fails turn to the basics of your business. The fundamentals that brought you to the game will keep you in the game. You can always rely on these core fundamentals to help you achieve your sales goals.
G) Get a sky box view. Look at the big picture. From the sky box, you can see the entire field. Ask yourself, what will this picture look like a year from now? As you ponder this question, you’ll get a bigger picture of the entire Game. Always remember that slow downs are a natural part of the business cycle and the individuals and companies that position themselves today will take advantage of the upturns when they do come—and they will.
H) Accept the challenges. Remember, if there weren’t challenges in your business everybody would be doing it and you wouldn’t have a job. Challenges separate the winners from the losers. It’s during the downturns when leaders and champions emerge.
So, get out there and start feeding your mind with good positive stuff, wake-up early and energized expecting excitement and victory. Call all of your customers or better yet, go see them face-to-face, "feet on the street." You’ll be amazed at how the small actions you take will result in big returns. These strategies will not only help your attitude but they will help you Make Money.
Recession Proof Your Sales - To learn more about this author, visit Billy Cox's Website.
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With all the economist predicting doom and gloom many individuals have asked me what I feel they can do to recession proof their sales. I believe that success is a mental game and the future is much greater than anything we may have experienced in the past. The economy may be a little down but it’s definitely not out and billions of dollars are exchanging hands each and every day.
However, whether it’s real or imagined, recession is something we have to deal with mentally and physically. So, here is my take. To recession proof your sales you’ve got to use both defensive and offensive strategies.
Defensive strategies include:
A) Analyzing the situation. Break the problem down to manageable pieces. Many times we think something is a much bigger problem than it actually is. Too many salespeople worry about imaginary problems instead of dealing with reality. Ask yourself "Is this a real problem or am I imagining a situation that doesn’t really exist?"
B) Isolating the problem. If the problem is real then break it down until you find the underlying cause. For example: Is your closing ratio down? Are your order sizes diminishing? Are you simply seeing fewer and fewer prospects? You can also ask your customers how they see the situation and more importantly ask for their input on how to rectify it.
C) Guarding your mind. Be careful of who and what you listen to. If you’re listening to negative salespeople you will get bad advice. If you’re listening to the evening news, I know you’re getting bad advice.
Spend 5 percent of your time on the problem and then go on the offensive.
Offensive strategies include:
A) Goals. Take some time to re-assess your goals and set some new targets.
B) Attitude. When you start to think negative thoughts, tell yourself the word ‘cancel’ and replace those thoughts with something positive and uplifting. Listen to some inspiring audio programs and read inspiring books.
C) Make a plan. Take time to write down some action steps you can take immediately that will move you closer to your goals.
D) Take action. Action always equals results. Even if you don’t feel like you accomplished anything at least you found out what didn’t work and you are closer to success.
E) Play the numbers. The quickest way to increase your income by 25 percent is to sell to 25 percent more qualified prospects. If your normal closing ratio and order size remain the same and you close the sale on 25 percent more qualified prospects, your sales will increase by a similar ratio.
F) Back to the basics. When all else fails turn to the basics of your business. The fundamentals that brought you to the game will keep you in the game. You can always rely on these core fundamentals to help you achieve your sales goals.
G) Get a sky box view. Look at the big picture. From the sky box, you can see the entire field. Ask yourself, what will this picture look like a year from now? As you ponder this question, you’ll get a bigger picture of the entire Game. Always remember that slow downs are a natural part of the business cycle and the individuals and companies that position themselves today will take advantage of the upturns when they do come—and they will.
H) Accept the challenges. Remember, if there weren’t challenges in your business everybody would be doing it and you wouldn’t have a job. Challenges separate the winners from the losers. It’s during the downturns when leaders and champions emerge.
So, get out there and start feeding your mind with good positive stuff, wake-up early and energized expecting excitement and victory. Call all of your customers or better yet, go see them face-to-face, "feet on the street." You’ll be amazed at how the small actions you take will result in big returns. These strategies will not only help your attitude but they will help you Make Money.
Recession Proof Your Sales - To learn more about this author, visit Billy Cox'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 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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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan'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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