Sales-Psychology.com Sales Training Newsletter
Winter, 2009: Three Useful Strategies
for Staying in Business
1. Change Your Ways or Go Out of Business.
I recently stopped into the local pizza place for a quick slice. I seemed to be the only person in the place during lunch hour on a typical work day. When I asked the owner
where everyone was, he grunted and said
“Nobody comes in any more”. He added, “The last four months have gotten
worse and worse”. When I asked him if he thought of any different ways
to get customers back in the door, he just grunted again and looked
defeated.
Small businesses like delis, pizza shops, thrift stores, and other shops will close their doors in a down economy. Business owners that were previously making a good living off their great reputation and quality product will have to change their ways. The old saying “If you keep doing what you’ve always done, you’ll always get what you’ve always got” doesn’t have much practical application during a recession. You won’t get what you’ve always got because you’ll go out of business!
2. Build a "Relationship Universe"
I have spent many years working toward a better understanding of myself which in turn has led to a better understanding of many different types of people. Psychologists and theorists have identified at least 16 different personality types. From a sales or business perspective, that means during the course of your work, you’ll encounter at least 16 different types of people. None of these types are better or worse than another, they are just different.
If you are to thrive in a sales or business setting, then it would be advantageous for you to better understand the broadest scope of people that will ultimately make your “relationship universe” tremendous in size.
.
3. Be S.M.A.R.T.E.R., Take Action
The beginning of each New Year sparks a renewed interest in people to set goals. If you are a sales or business professional, hopefully goal setting has already become a part of your life, especially given the economy problems we're facing today. But getting started with goals can be difficult. I’ve personally always felt a bit uncomfortable with the goal setting process. I think what bothers me most is the way most goal setting programs are taught.
You
might be familiar with the S.M.A.R.T.E.R. goal setting system, which is
a popular model used and referenced by many people. The acronym stands
for: Specific, Measurable, Achievable, Realistic, Time-Sensitive,
Ethical/ Exciting and Resources. You can find this goal setting and
action planning system referenced in most motivational and personal
improvement books and resources. This system has a terrific structure
and I think it’s brilliant.
However, it’s missing some crucial elements. It does not take into consideration the personality or temperament, work style and overall belief system of a motivated, action-oriented, non-process thinking individual. After all, successful sales people are action-oriented people, aren’t they?
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I recently stopped into the local pizza place for a quick slice. I seemed to be the only person in the place during lunch hour on a typical work day. When I asked the owner
where everyone was, he grunted and said
“Nobody comes in any more”. He added, “The last four months have gotten
worse and worse”. When I asked him if he thought of any different ways
to get customers back in the door, he just grunted again and looked
defeated. Small businesses like delis, pizza shops, thrift stores, and other shops will close their doors in a down economy. Business owners that were previously making a good living off their great reputation and quality product will have to change their ways. The old saying “If you keep doing what you’ve always done, you’ll always get what you’ve always got” doesn’t have much practical application during a recession. You won’t get what you’ve always got because you’ll go out of business!
2. Build a "Relationship Universe"
I have spent many years working toward a better understanding of myself which in turn has led to a better understanding of many different types of people. Psychologists and theorists have identified at least 16 different personality types. From a sales or business perspective, that means during the course of your work, you’ll encounter at least 16 different types of people. None of these types are better or worse than another, they are just different.
If you are to thrive in a sales or business setting, then it would be advantageous for you to better understand the broadest scope of people that will ultimately make your “relationship universe” tremendous in size.
.
 | Build one strong relationship at a time and your "relationship universe" will follow |
The beginning of each New Year sparks a renewed interest in people to set goals. If you are a sales or business professional, hopefully goal setting has already become a part of your life, especially given the economy problems we're facing today. But getting started with goals can be difficult. I’ve personally always felt a bit uncomfortable with the goal setting process. I think what bothers me most is the way most goal setting programs are taught.
You
might be familiar with the S.M.A.R.T.E.R. goal setting system, which is
a popular model used and referenced by many people. The acronym stands
for: Specific, Measurable, Achievable, Realistic, Time-Sensitive,
Ethical/ Exciting and Resources. You can find this goal setting and
action planning system referenced in most motivational and personal
improvement books and resources. This system has a terrific structure
and I think it’s brilliant. However, it’s missing some crucial elements. It does not take into consideration the personality or temperament, work style and overall belief system of a motivated, action-oriented, non-process thinking individual. After all, successful sales people are action-oriented people, aren’t they?
Latest Blog Posts
| December 9, 2008 A Strong Enough Reason Can Overcome Any Obstacle Several years ago I was lucky enough to see Lance Armstrong speak at a convention. I knew Lance to be a great cyclist but never paid much attention to the sport or his career. As Lance spoke about the grueling training schedule required to accomplish his goal of winning the Tour de France, ... Read On. | Subscribe to the Blog Delivered by Feedburner |
| November 10, 2008 Don't be like an elephant. I’ve been listening to Jack Canfield's audio book, The Success Principles “How to get from where you are to where you want to be". In a discussion about potential, Jack discusses how we often don’t allow ourselves to be open-minded to our abilities. Read on. | |
October 9, 2008 Sales people should be more like bongo drummers. At my regular Thursday morning B.N.I. (Business Network International) meeting this week, one of the members had a great story that he relayed to everyone. He recently returned from a trip to San Francisco, where he visited Golden Gate Park on a Sunday. The park was busy with people from all walks of life, like joggers, picnicking families, etc. A group of singers were playing bongo drums. A drunk, homeless man... Read on. | |
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