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How's YOUR Resilience? OK,stock market up. Market down. Interest rates down. Bonds up. It used to be that the market closed on Friday afternoon and if the market was down, we wouldn't hear anything until the Exchange opened again on Monday morning. Then, we'd wait for trading to get the news. It's a different world and the market changes by the second, 24/7. You know that. But how is this all affecting you? If you are working, or not, this all affects our businesses. When you are in sales, regardless of WHAT you sell, there's that volatility. If your client can't secure money to expand, or it their supplier can't get their raw materials due to limited funding availability, it's going to affect how you do business. You know that. The question is, what do you DO about it? I suppose you can lounge around your house in your bathrobe and sip Earl Gray Tea spiked with your favorite alcoholic beverage, while watching the replays of last Sunday's game. However, I am not encouraging that (plus, who wants to sit around in their robe, anyway?) Instead of whining and throwing your hands up in frustration, keep in mind the following: 1. Business is still being conducted. Customers are working, buying products, using services, and negotiating. They may be negotiating more than ever, they may be holding onto their wallets more tightly, but business is going on. Remember that buyers have to purchase from somewhere. Why not from you? 2. The most persistent salespeople win. That's my mantra. (Don't believe me? Ask MY clients!) Customers want to buy from a professional that follows up and that sees the "sales honeymoon" as an ongoing process, not just a one-time event. Keep calling, emailing, showing up, and faxing. Your competition gives up faster, and that never works. 3. Prepare to negotiate. Even if you are selling a product/service that is in high demand, costs are up all over and so your clients will want to negotiate. The better prepared you are to negotiate some give and take, the better off you will be. Remember, your buyers have pressure on them to reduce costs and increase productivity. Partner with them to make that happen. 4. If you are walking away, make sure it's for the right reason. Can you afford to dig in your heals in this economy and let your ego get involved in the sale? Ask yourself this question every time you are temped to give up. For example, could this be a flagship-type of account, is there more future potential, or, is this going to be a high maintenance account that's going to drive you insane? Consider the risks and rewards before making a decision. 5. Be a cockroach. ("What"? Renee, have you completely lost your mind?) Remember, they've been around since before the dinosaurs. Hang in there. Mark your calendar for December 12th in Atlanta for a"Quick Sales Tips--BOOST Seminar", by Renee Walkup for only $149. Call our office or email for details and to register: This e-mail address is being protected from spam bots, you need JavaScript enabled to view it Sponsored by PEAK 10. (c)Renee Walkup, All Rights Reserved, www.salespeak.com, 678 587-9911 |
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