The Things That Successful Sales People Already Know; Number 2 – Making The Most Out Of A Downturn

By Author: Chris Murray
Total Articles: 5
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Here are 5 tips for getting the most out of a recession;

1. Create a strategy for growth

Well my first advice always lands squarely on strategy and execution. Having a lot of very busy sales people achieving very little is completely pointless.

Remember SMART – Specific, Measurable, Achievable, Relevant and Time Related.
Make sure the targets are stretching but ‘do-able’ – and then put in the required effort to achieve them!

2. Don’t forget the lobster tank

Every time a lobster pulls himself up to the top of the tank the others pull him back down again – so it is with some people.
Avoid the doomsayers and pessimists; it is almost a national sport and pastime to whinge and moan about how bad things are, even when they’re not.

Surround yourself with successful, positive, like-minded people who are looking for ways to take advantage of recession to grow their businesses.

3. Rearranging the deck chairs on the Titanic?

Concentrate on your circles of control and influence – while you are doing that, you are making a difference.

Stop chasing ...
... dead leads and hopeless causes and put your effort behind real opportunities, and if there aren’t any create some!

Some people would sink into the icy waters of a recession, moaning that no one was coming to save them without even attempting a single kick or stroke to save themselves.

4. They’re hard enough to get, so don’t lose any

Invest more of your time and money on key customers. Somewhere in that group of loyal, appreciative supporters you have probably missed an opportunity – what is it?

5. Care about what your customers are going through too – can you add value?

Now more than ever they need to be able to trust you and feel that they are working with partners rather than suppliers.

If you are willing to walk that extra mile with them, you may be pleasantly surprised what you discover at the end of the road.

Chris Murray has become prominent as an inspirational speaker, author and sales training coach by delivering a down to earth, high energy message which shows sales teams, managers and directors how to become more efficient, more productive and as a result more successful and happier in what they do.

Today Chris conducts more than 100 seminars, speeches and workshops a year for a huge variety of companies and organisations in Britain and overseas.

His workshops and keynote speeches challenge teams to re-examine what it means to be “in sales” and requires them to stand back and view the whole experience from a refreshingly different angle.

His range of topics includes Field Sales; Key and National Account Management; Sales Management; Mission, Vision and Values.

Chris is founder and Managing Director of Varda Kreuz Training, one of the UK's most innovative training and development organisations (www.vardakreuztraining.com) and author of Selling with EASE - The Ultimate Field Sales Handbook which was read by more than 80,000 people in its first 12 months.

http://www.amazon.co.uk/Selling-EAse-Ultimate-Field-Handbook/dp/1849140790

Book Chris Murray or one of the Varda Kreuz team NOW for a FREE no obligation consultation at http://www.vardakreuztraining.com/contactus.htm or call 07794 95 1806, and discover how successful your team could be!