Shortly after the Wall Street Crash of 1929 and
the starting year of the Great Depression, John Davis Rockefeller, founder of The Standard Oil Company and the first
American Billionaire, one said, "These are days when many are discouraged. In
the 93 years of my life, depressions have come and gone. Prosperity has always
returned and will again." Right here and right now, our current state of
economy is the worst it has ever
been since 1929. We are in unchartered waters and because of this, these times
require a new type of mindset.
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To succeed and
make it through these most difficult times as salespeople we will need to take
extreme measures. These measures are in the form of risks. Today, we must act
in ways that were perceived before as
uncomfortable
and we need now to make them comfortable. We need to test. We need to be
creative. We need to reinvent. We need to work smarter and not just
harder.
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You want
specifics? This means that you need to be making more targeted and strategic
outbound telephone calls. You need to increase you daily, weekly and monthly calling
activities. You need to be setting more sales appointments with both
prospects and customers. You need to be asking for more referrals. You need to
be leaving more upbeat and consultative voice mails.
You
need to reinvent your sales message. You need to consistently test and refine
your sales message. You need to sell solutions and not just your product or service.
You need to ask better questions. You need to be researching your prospects,
customers and their industries more. You need to get more familiar with
industry statistics and incorporate them on your sales calls. And finally, you
need to practice the art of follow-up.
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Tough
economic times like the one we're in right now are actually times of
opportunities. They push us to think more. They push us to think more
strategically. They act as conduits of innovation. I ask now, I ask of you, to
do what you thought before was impossible and make it possible. While we are
part of history, we have the opportunity right here and right now
to shape it!
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