Myth: The Economy Determines My Success |
Truth: Winners succeed in spite of economic conditions
Monday night of this week I had the privilege of speaking to about 500 professionals in Minneapolis. Most of these folks are in sales. These public sales meetings are the perfect place for me to see and hear what a broad array of salespeople are thinking. Here is what I learned...
One: Success is possible in every industry.
It was interesting to hear some mortgage brokers talk about how they will change their sales tactics next year in order to succeed while others were simply singing the blues. The winners are actually predicting that 2008 will be their best year yet. The same held true for others affected by the current housing slump. When I asked how the winners were altering their tactics, several used the same phrase: "We are looking for other customers who can use our services. Last week, Rich Mahaffey with PlyMart (building materials) called and said they asked the question, "Who else uses lumber?" and began finding new accounts.
Two: Quantify. Begin evaluating your options. Evaluating means that you look at statistical data and make an intelligent decision, rather than an emotional one. Reacting to a weak market sometimes evokes an emotional response. Avoid the temptation. Do the necessary due diligence when considering your options.
Three: Ask for help. Every customer we have knows a customer we could have. Your current customers know who else might buy from you. Ask them. Hey, you'll give a reference for a vendor who serves you well - expect the same from your clients.
Who else could benefit from your capabilities?
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