My friend Bill Tucker, President of the Florida Building Material Association, recently wrote in his associations publication (e-BLUEPRINT):
The members of one of our business round tables were discussing how to increase sales, when one of them commented on the need for training. Without thinking, I quickly reminded him that during the construction boom, few members attended the numerous sales courses offered by FBMA.
That's the way it is; when shooting fish in a barrel, you don't need to learn how to aim.
How many salespeople are sitting around waiting for someone to call? How many are still hawking the same old products with the same old lines? How many are looking to the same, rather than developing new customers? How many believe they don't need sales training?
Whenever I am asked, "When do sales professionals no longer need sales training?"
I reply, "When they quit breathing!"
Because no matter how good you were at selling and marketing yesterday or how good your are today, there will always be competitors and economic changes that come along that you must react to, to stay where you are in your success. Those who are prepared do not react to changing times and conditions, they 'ACT' before the changes adversely affect them.
It is human nature, and sales professionals are no different, to take the easy way out. To become lackadaisical. Selling when times are good we do not have to have as sharp an aim, it is jus like shooting fish in a barrel.
We do not have to be sharp when the customers are calling and all we have to do is fill out the order forms.
But for many industries that time is over, at least for the foreseeable future. Sales professionals need to sharpen their old skills and yes, learn a few new ones to sharpen their aim to stay at the top of their profession. For some, as you see them falling by the wayside, it is already too late. For most it is not.
It is not too late if they make the commitment to rededicate themselves, and rededicate their business to the art of selling and marketing. Start refreshing, learning and re-learning selling and marketing skills and techniques and you will become the sales professional and business that is able to 'ACT'not 'react' to the changes in your market.
I once heard that the great football coach Paul 'Bear' Bryant when asked how he turned a losing football team into a winner replied, "I thought to myself, someone has got to do something about our poor performance. Then I remembered - I was someone."
If you are 'the someone' in your organization, the someone who needs to and can do something about it, it is time to:
Become more aggressive in marketing and selling
a. Create and use a sales marketing plan
b. Determine who your best prospects are
c. Learn and use selling skills and techniques that attract customers to you
Dare to be different than the competition
The business that gets noticed and is remembered will be the successful seller
Dare to market and sell differently than you did when you could shoot fish in a barrel
It is time to learn (re-learn) the selling and marketing skills and techniques it takes to gain and retain your most profitable customers. We are no longer shooting fish in a barrel.
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Frequently Asked Questions
Would like to sell record albums in new york city ...
By: Strizz-the-Wizz | 26-08-2008
would like to sell record albums in new york city area, but don't know where to go ?
I am interested in procuring a dme/hme job ...
By: Susan | 25-08-2008
I am interested in procuring a dme/hme job available in central, new jersey, involving purchasing, fittings of braces, marketing, doctors inservices etc.
Sales numbers
By: miroku1226 | 25-08-2008
Last Year, I purchased a Gibson limited run guitar; an SG Goddess in Violet Burst. This guitar was only in production for 2 years, and as far as I know, few were made in each finish. I wanted to know how many of the violet burst were made, and how many in that finish were sold.
How to sell a slogan
By: Bryan | 24-08-2008
how to sell a slogan
I have a great slogan originally for gatorade because i drink it every day. Me and my buddy came up with a great slogan and I would like to kow how to sell it to a corporation. It doesnt necessarily have to be gatorade. Thank You
Impounds in my area
By: vivian | 24-08-2008
im looking for a car for 500 - 1,500.00 impounds in area of salinas or gilroy monterey county. san jose.
Marketing & sells
By: cookieman | 24-08-2008
yes I was wandering why they stop makeing tangring wine cooler is was smooth and refeashing drink we can't find it and please bring back to stores
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