Five Successful Strategies for Selling in Turbulent Times

Several years ago at our International Dale Carnegie Convention John Hines befriended my, at the time, 11 year old son Sam. A retired franchisee, John had had an outstanding career with Dale Carnegie and was well respected. John told Sam that he had written a book and when he got home to Wisconsin he would send Sam a signed copy. He then went on to tell Sam that if he could understand the essence of the book he would never be without a job or money for the rest of his life.

As you can imagine Sam was rather excited and anxious to receive Mr. Hines’ book which he believed would contained the secrets of financial freedom. I forgot about the exchange held in early December and when we returned home I was preoccupied with year end business stuff and of course the holidays. I missed Sam’s expectant look each day when the mail arrived. I am sure after a week even Sam gave up thinking it was a nice thought but really, what are the odds that an elderly gentleman would remember to send his book.

Much to our surprise a week before Christmas a package arrived from Wisconsin. Sure enough it was Mr. Hines’ book. Sam tore the package apart and grinned from ear to ear as he read the title. Then his smile turned to a frown as he opened the book and then back to a grin as he understood the thesis of Mr. Hines’ book. The title was “How to Sell and Make Money without Working” . . . and all 145 pages were blank.

There is no easy street in true selling; it is the discipline of consistently doing the right activities under pressure. I remember writing a commission check to a sales associate for $12,000 for six weeks of work, and then having the person resign, thank me and simply say, “I am not interested in working that hard.” I appreciated the honesty and felt bad that she missed out on all of the seeds that were planted during those six weeks.

Selling in good times is about discipline. Selling in turbulent times is even more about having the right personal discipline to win. So with the right work habits and right personal discipline here are 5 strategies that will work today:

1. Make contact daily with your current customers and ask for two things: (1). What else can we do to help you meet your business objectives and (2) ask for referrals
2. Go see your most valued customers and top 10 prospects. They most likely did not wake up this morning looking for you. Go see how you can help.
3. Dare yourself to break all Sales Records
4. Use Mr. Carnegie’s Golden Rule . . .”Try honestly to see things from the other persons point of view.”
5. Be a relationship builder . . . build trust and drive out fear . . . we are helping, not selling.

Remember during turbulent times we need to draw upon our courage as sales professionals.

Eddie Rickenbacker the famous World War I fighter pilot said, “Courage is doing what you’re afraid to do. There can be no courage unless you’re scared.”

Also remember the words from Peter Drucker, “Whenever you see a successful business, someone once made a courageous decision.”

What strategy is working for you? Let us know with your comment here.

If you are interested in learning a time tested sales process or honing your sales skills check out our upcoming Sales Program.

How to Lead in Turbulent Times

It is easy to lead when things are going well. It is natural to use good human relation principles when everyone around is happy and upbeat. In fact, during good times, leading is pleasurable, fun, exciting, and exhilarating. During good times almost any leadership philosophy can be made to fit any situation. Most of us have lived through the upbeat thinking and have volumes of leadership guru books on our shelves. Today seems hollow and uninspiring as we face the challenges of 2009.

Growing up, I was always reminded by my grandfather and father of a simple truth. Albeit a little league baseball game, high school football game or in business; when things get tough the tough get going!

This is why I am so excited. Not just for myself but for companies and institutions all over North America who are feeling the financial squeeze.

Truly Great Leaders have the opportunity to emerge.

Use these five time-tested hints to improve your leadership during these turbulent times:

1. Be an encourager – Always look to encourage others who are feeling the same pressures as you. How? Pick up the phone, make a call, have lunch, send an inspiring personal email or write a note (hand written). People always feel better when they see the positives.
   
2. Choose to be positive – Have a positive attitude that is contagious and not phony. Be real and believable in what you say and do.
   
3. Be strong in grace – Always give others the benefit of the doubt. See the good in what they say or do and ignore or forget what causes you frustration.
   
4. Be a visionary – Remember what goes up always comes down and what goes down always goes up. Keep in mind the morning after the storm . . . the sun always comes up. Use this time to see a more exciting and prosperous future . . . Keep in mind what could and should be regardless of what is.
   
5. Keep your perspective – Always remembering that it is just money, a car, a house, a job or whatever is causing you the moment’s stress . . . this too shall pass. Last night I visited a neighbor whose wife, age 40, is in the hospital with little hope. Perspective is the ability to keep in mind “what” is really important!

Lead with intention and purpose this day, week and month.
You will watch turbulent times turn into extraordinary times!

What do you focus on when, "things get tough and the tough get going"? Post an idea!

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