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

Published

17 years ago

on

March 7, 2009

By

Dave Richardson

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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Dave Richardson

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

Published

17 years ago

on

March 7, 2009

By

Dave Richardson

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.

Related Topics:

click to Comment(Comment)

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Advertisement

After 35 Years in Kent, Bonaci Fine Jewelers Found the Right Partner to Close the Right Way

Bob Bonaci spent 35 years building a jewelry business and community presence in Kent, Washington. When he decided it was time to retire, he knew the process would take careful planning — and the right help. Fellow jewelers who’d been through it pointed him to Wilkerson. The results exceeded expectations. Wilkerson’s hands-off approach let Bonaci step back while the team handled every detail, meeting his personal and financial goals throughout. “It is phenomenal, the success that we’ve had.” Watch Bob share his retirement story.

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