Aces Game Worn

SELLING IN A RECESSION

During the last year the media has been nothing but talk of this recession we're in. Yes, is here! And no doubt the entire business world (with some exceptions) are in it, and to the knees.

The front pages of Newspapers are still negative and predict the worst, have been ever since the run on Northern Rock in Britain and the fall of Lehman Brothers in the U.S. we wondered if the world ever be the same, maybe not, and much has happened since exposure Billions lost by the mega banks and financial institutions incompetent.

serious things, but if you're in the business and want to know what can be done to ensure you get through the next year without losing their business and suffer much in sales and profits of this article can help.

What's my angle? I am a writer and developer of training and if there ever was a critical time for sales people to receive training and re-motivated this is …. So the type of sales and management training could well be one of the Answers

Who am I to be writing this and why do you read?

I'm on your side with experience of 50 years and have seen and worked through moments like this before. I started working for the United Kingdom Wurth. week in London for three days in the seventies, not the best time to start a sales job, but we got through somehow, and nine years after they were hit again with the recession of the eighties. Then I was in control as National Sales Manager with 80 vendors, the north was the worst hit, but were strongest in the South-East were we got through it only if it was not happening, never stopped growing in both sales and profits. Then, nine years passed before the recession of 1990-92. By which time I was a MD and had been in control of the business for 88.

Yes, as others looked for help remember that worries me because it was bad, and all I heard was complaints and excuses. For everyone had to work harder to earn the same level of performance in sales. 1992 over 1991 was our worst year year's result, but still managed a 14.8% increase in sales.

But I was not happy, something had changed, that was fun left the company and it was nothing like what it was before. Within five years, while I was a medical doctor in the United Kingdom Wurth. we averaged 25% a year on year growth in sales and healthy profits made. All this is history as they say, I stayed for a year then left to start a training company first, and yes many years later, we are in another recession, which is different and globally, which has caused accidents not seen since before my time.

So what to do?

In the first place is not the time to panic is a time when a level head is needed. Then start again, revising its sales activities, it is always possible that sharpen the ax, and in selling what the people selling skills. Ask what if anything has changed in its sales training program.

Do you still using the old doctrine of trust sales? If so, I suggest it's time for some changes or additions to be made. The following pages are my top six tips for selling in a recession.

1 / Belief: Be positive, stay calm and believe in yourself

One problem with all this negative talk about being in a recession is that once people believe you can not do anything about the recession and not only be longer.

Most will start to feel negative about their business prospects. The nature of belief is that people only see what they think, not believe what they see.

The worst thing is the negative thinking that you can not change anything! Philosophy can become a self-fulfilling, because if you can not you think that's enough!

Any negative beliefs quickly affect prospects and how you feel about the prospects of business. Stop reading for a moment and think about it …

Please start reading again and ask if my next statement is correct?

Only those who know they can do

the difference, to win through!

If you are agreement then this is for you and you should read it, otherwise forget it and go read the newspaper like the following can not be of help to you.

Look at these two ends: –

If you thought that 2009/10 would be a great year for business, his best year, how would you feel?

By contrast, if you believe would be worse 2009/10 and the continuation of a major recession that will hit you and drive your business, how would you feel?

different Mighty what? And remember, nothing has changed here other than your attitude and belief. Having a positive belief structure and support is essential if you want to succeed in any market, but it is vitally essential if you want to go ahead and sell in a tough one.

Having a winning culture belief does not mean you need to be deceived however! In the midst of the darkest recession you do not want to have your eyes closed! Hence the need to maintain a level head as described above.

Do you agree with me when I say that the recession in a town wants to work with the best suppliers? Providers who can rely on suppliers that support them, providers who will be tomorrow. If you are one of the competitors after his men were fighting, then at the end means more sales, more business for you.

2 / Be Proactive:

So 2009/10 will be hard to combat this you need for everyone in the business be more proactive, it does mean everyone has to be in sales but not customer facing staff must be proactive and do what I can to help … We all remember that old saying:

"When the going gets tough the tough go '

A worn out saying maybe but true, the fact is that you should increase your sales activities, maybe even dramatically. What and how? I hear you say …

Become much more proactive, and act on the need to do more marketing and more monitoring and more sales. That pipeline has to expand, the hopper must be completed sales more smoothly, everyone must attend more events, do more networking, attend more exhibitions, more than prospecting. The sales team must organize proactive work telesales team every day for three hours each time (I call these sessions Blitz) The fact is that when sellers have to compete always will better. His ego and pride comes into it, do not like to disappoint.

In a recession many businesses reduce and activities that feed the back to save money! They read all the negative media stories and believe it would be better to keep your money and pull up the drawbridge, close the door, close the hatches and start being cautious. Surprise, surprise, these measures will only have a negative effect – because once again it is a self-fulfilling prophecy – and the result is less business because that is what you expected, and that's just what you get!

Negative = negative activities.

Little = average performance enthusiast usual activities.

and enthusiastic Positive = positive activities.

Take a lesson from the fishermen whose families do not eat if you do not catch fish, not even rest until they are captured. Of course, as in sales is can not have a good harvest every day. But when they do not like, keep trying, go to sea again.

They stay longer, try new fields, new tricks, but above all to work harder each time to gain a better catch.

As in sales if you see less business then you need to make more sales and marketing, not less, otherwise drown. That's common sense, believe me fishing for a living is much harder to sell, if you do not agree to try not think about it do not, then you might actually drown.

3 / Shape Up – TIME To sharpen the selling skills:

Unfortunately, most salespeople do not spend enough time working and improving their sales skills and sales techniques. In my experience I have found that successful companies always make more sales training that the success we really need it, but do not invest.

Things will always change when the market tightens. Now is the right time, the best time if ever there was one to invest time and money on sales training professional.

success of the sales will go to the vendor who really understands why people buy and can help people make the right business decisions. The sellers at this level benefit from the changes ahead, because there will be more business for them, if the competition falls by the wayside. I hope the following quote is correct:

"If I had nine hours to chop down a tree

I would spend six sharpening the ax "

Abraham Lincoln

The SAS is one of the elite divisions of the British Army. If you are not really fighting a war that spend all their time practicing and training for the next time when we are at war! This is the way we stay ahead and why are respected worldwide as among the best of the special forces of the world.

Vendors only need to beat the competition not kill them. increase Sales skills can be done in just 100 hours per year. This is about three times what most companies invest in their sales teams, 32 hours or days 4. It is interesting that the major companies to invest more on average about 96 hours or 12 days per year in training, which speaks for itself.

Hopefully they are closer to the second example. Whatever you do invest time and money has to be more or better than the competitor you're doing. Not Doing nothing is not an option, if you will not survive the next year. Individually do something every week, even an hour reading is better than doing nothing towards shaping up!

If you're on your own and do not have a company that trains, ask yourself the following questions: –

1 / When was the last time I read a book on sale?

2 / How many hours you invest in training in sales every month?

For 80% of salespeople reading this, the answer is zero to 1 hour!

Less than 20% can say 5 to 10 hours as I recommend.

If you are in the category of 20%, much're on track. Keep it to make sure stay ahead of the game.

If you are in the 80% who have had no investment, do not panic! You are right that keeping the head level! You still have some time, but you may be running out. Start now by gathering in their own sales and development plan to sharpen their sales skills and to hone their sales techniques.

Vendors can sell at any market will always be in demand. The effort now will reward you what the future brings.

4 / ACE FACTORS

Wrote "A to Z of sale. One is the attitude, already mentioned under the above convictions, C and E means confidence for excitement. Get these factors right in its mind and a fist full of aces in a card game that will win over anyone.

ATTITUDE

It all begins with and depends on the attitude, no matter what you do. This is particularly the case of sales, the right mental attitude is essential before anyone can do well in the sale. personal attitude of always dictate how you get on life in general.

Here are five basic truths about the attitude:

1. Your attitude towards their customers influences their behavior. Not You can always pretend or camouflage how you feel.
2. Your attitude determines the level of their commitment to the task and, ultimately, job satisfaction.
3. Your attitude affects everyone who comes in contact with you in person or by telephone.
4. His attitude is reflected in the tone of his voice and body language also not verbal, ie in the form of standing or sitting, facial expression and in other ways.
5. His attitude is not fixed, the attitude you choose to show is totally you.

CONFIDENCE

Real confidence comes when other things are in place. For example we should be happy with the way we think and the first attitude, this should be in place before we can be confident enough to win through.

Our confidence also is not safe, even transparent way so if you do not have enough "domain of knowledge." This is a rational understanding of our business, industry, services and products.

This often makes the difference who wins the company, understand and use real examples with services or special products and the benefits of the USP.

Attitude The confidence and knowledge =

ENTHUSIASM

One of my favorites in the sale of two words, the other is Passion. I can not think of two important features a sales person, one goes hand in hand with the other.

In the sales that are often faced with finding a way to close and cross that abyss or gap " interest between the client and the desire to join and commit.

We have to close the gap and then walk through the perspective each step of the way until they reach the other side. What moves them is our enthusiasm for what we are doing, our total belief in our product or service. Offer testing and excellent value are two of the other stages along the Bridge of Sales.

5 / FOCUS – ON INDIVIDUAL RELATIONS:

As you read this many companies will work out how to cut corners. They will try to save money by playing with their business offerings.

They will try to squeeze profits in excess of the customers by reducing some bells and whistles of their bids. This is not always a good idea, and if you look at a Swiss cow, no bells, is only a cow and no one would take pictures and send postcards home!

When business is tight you should be pleasing to your customers with a best service and products, rather than what they had, to you or any of its competitors, the bells no less than more.

In a recession we all have that add value and be seen to go that extra mile. When bites are many companies trying to survive off. However, many will not survive if they do it like they are eroding their profits, but of course you still do not want your customers will benefit, because as you can who are trying to reduce costs.

To avoid this, you must obtain an existing business by blocking their customers now, so that not even consider going somewhere else, look for: –

• Spend more time with customers.
• Build stronger relationships with individual who matter in the business, the power base of their customers.
• Make sure you really understand them, their problems and concerns.
• Learn how your business operates, because knowing more about their customers that their competitor is always beneficial.
• Remember that when you win this piece of business sale next is just beginning.

6 / ACTIVITY – WORK SMART – EXTREME EFFORT

Always ask for references. References are a great business but most sellers do not ask for them or to forget, as it only focused on getting the order or may fear rejection as some customers say they do not.

Learn to ask for a reference, the habit and include it as a part of the sales process.

Pipeline more, sell-up, sell off the sides. Is five sometimes easier to sell to an old client to convert a potential customer.

Expand your business with existing customers not only make you more money, but also strengthen the relationships with and value for themselves and their businesses.

Contact dormant accounts. Most companies have hundreds if not thousands of "inactive" accounts. There may be multiple reasons for this to change business practices to fall-out with the client. inactive customers may well be redeemable and may have been "lost" just because someone forgot to the left or call them, maybe a competing vendor later.

Call all again, over and over again, get to see them.

You have reached the end of this piece to get in touch with them now … What are you waiting … Then come back and look at training in your company.

So there you have it that my 6 tips to help you and your people sell in a recession. The next twelve months and can prove to be an interesting year for some companies and individuals. Some will be up to the market itself. But most of it down for you and how to react and respond the challenge, thanks for reading my work, selling well.

Johnny Herbert

About the Author

Response to Ayroq’s jersey challenge ^^ / My aces in the hole (jersey and shoes) !

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Ron Artest Chicago Bulls Black Nike Game Worn 2001-02 Jersey $939 Ron Artest Bulls black Nike game worn 2001-02 season jersey (Sz 54). The jersey was obtained directly from the Charitabulls and has a letter of authenticity (LOA) from the Bulls organization.

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