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Dave Richardson

Sales Truths: Don’t Get Caught Up in Bad News

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Don’t get caught up in the bad news.

WHY IT’S TRUE
You can’t pick up a magazine or news-paper today without reading negative forecasts for consumer spending. This seems to be the topic of conversation everywhere we go, and it is very easy to get caught up in all this bad news. It is a lot easier to talk about all the bad stuff, when in fact you should be thinking and speaking more positively.

 

 

PLAN OF ACTION
Your staff is in the middle of this conflict, worrying about their jobs, their future and their security. Now is the time to focus strictly on selling by scheduling weekly sales meetings — 30 minutes in length, focusing on specific topics, to include add-on sales, customer buying signals, closing techniques, TOs, overcoming objections, etc. Every customer represents a sales opportunity. Just because the last three customers were "just looking" doesn’t mean that the next one will be doing the same. This is about their future, as well as yours.

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