Myth header
Greetings! 
 
There are many myths and misperceptions about sales - let's call them Myth-Perceptions. This edition deals with Sales Myth #2, one that will impact your 2008
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"I don't believe in Pegasus, Unicorns or commodities - I've never seen any of them."  - Chuck Reaves
Myth #2
The Economy Will Determine My Success
Myth: The Economy Determines My Success
 
Dollar
 
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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Want a little more?
    Would a tool help?
 
Here is the practical how-to...
 
Consider raising your prices when sales are down.
 
WHAT??!!
 
Yes. A down market can be a great time for a price increase. If you know your volumes are going to be smaller, why not manipulate your prices to make your sales more profitable?
 
You might be surprised at how much volume you can lose after a small price increase without sacrificing your profits. We have a tool that will help, the Decrease Tool. Click on the tool below to check it out...
 
Decrease tool

(A larger version for training and presentations is available  here: 
Large Decrease Tool )

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Use the information in this Sales MythPerception newsletter to stimulate discussion at your next sales meeting. More ideas are available on my web site: Chuck Reaves
 
Teach Others!

Chuck Reaves, CSP, CPAE
SaleSSuiteS 
chuck triple
Chuck Reaves, CSP, CPAE
 
 
1.800.MR. REAVES
(800.677.3283)
 
 
 
pork brains

 
 
 
 
 
 
 
 

Sales Hall of Fame

Someone actually decided they could package and sell pork brains with milk gravy - and it sells!
 
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ham
Sales Hall of Shame
 
"Delicious for Chanukah"! Some people do not know their customers, do they?
 
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CSO

Symposium
The most advanced sales leadership development available today is the Chief Sales Officer training. We plan to conduct a CSO Symposium at various universities during the first quarter of 2008. If you would like additional information, contact Chuck using the link below.