Forget tough. Today’s competition is fierce. Sales have been down for many businesses including manufacturers, business owners, reps, designers, builders, architects, remodelers and fabricators. What should you do? Wait for the phone to ring? Wait for things to turn around? Cut prices? Cut prices so low that you can’t make a decent profit? Worry to the point where your lack of confidence is written all over you when you’re interacting with your customers, employees, and coworkers? Of course not.

When it comes to worry, keep this in mind: Worry is like moving on a rocking chair; it keeps you going, but gets you nowhere. Worry is a destructive insidious disease that morphs into anxiety, fear and doubt. In Napoleon Hills book Think and Grow Rich he describes these thoughts as insidious disease like enemies citing “These feelings can grow and germinate, usually without their true presence ever being observed.
Below are methods and mindsets to put you in the right frame of mind and get you back on track when sales are down. If you have been one of the fortunate businesses or manufacturers who have been meeting or exceeding your sales goals, you may still wish to review these to be sure you stay on the right track. Remember: the number one rule for successful businesses and sales pros today is never get too comfortable where you are. Your competitors are vying for the business of your customers, and new competitors are emerging daily–many from non-traditional sources boasting new business models that challenge the status quo. The moment that you think that you’re ahead of your competition, they will have the advantage.

Eliminate Negative Thinking

Fretting and worrying will not help you when your sales are down. They will hold you back. You cannot excel at anything unless you keep yourself in the right frame of mind. This requires balancing your ability to be realistic and objective, controlling your emotions, and working harder.
Excessive worry will block you from functioning effectively and keep you from putting your best foot forward. It will also block your creativity–something you need more than ever when sales are down. If you begin thinking that you won’t make a sale, then you probably won’t. If customers sense your apprehension or pessimism, then they’ll look toward another provider who thinks, acts, and talks like a winner. Get on the phones and start dialing.
Spend more time face-to-face with customers. Call on past customers. Sound optimistic and convincing. Act like a winner, even if you haven’t won the race for a while. Just like a thoroughbred that wears blinders to keep his eyes on the finish line without getting distracted, forge ahead on blind faith that you’ll succeed in the long road ahead.

Salesmanship vs. Manipulation vs. Effective Communication and Persuasion.

From 35+ years of sales experience, reading all the books practicing in front of the mirror as a 16 year old selling everything from pots and pans, china and crystal door to door. I learned ” As we hopefully all do some valuable lessons” After 6 years in the service of other sales and technical positions I founded a laboratory selling and supporting high tech test equipment to fortune 100 companies in over 35 countries. During this time I discovered a mentor that changed my life and a host of others. As a result I have shared these concepts with people, some who listened some who didn’t and have forged many great relationships as a result. I will now share it with you, should you have the privilege of not only knowing these concepts but applying them great, if not, you to can pass it on.
What is the difference between persuasion and manipulation? (The answer is more difficult than most realize).
When most people hear the word “persuasion” they think of it simply as another word for manipulation. However there is a huge difference. In fact I loathe manipulation but “LOVE” persuasion. Webster’s dictionary might not agree with me, here is how I differentiate the two.
● Manipulation: Using any means necessary to motivate or force someone to do something that fulfills your desire or need, regardless of whether or not it is in his or hers best interest.
● Effective Communication: Communication that enables a person to understand what you are saying and feel what you are feeling. (I know I know the feeling thing sounds a little strange) However if you do not have any feelings and passion for what your selling, your doing yourself, your boss and your company and disservice.
● Persuasive Communication: Effective communication that motivates a person to do what you truly believe is in his or hers best interest or for the “common good”
If you have a product or service you believe, trust and know is a benefit, combined with honoring the person and taking the time to understand their frame of reference you will help your company and sales staff be more productive. Instill into every single person in your organization that their word is worth more than gold or silver period! If your product or service cannot help a particular customer and you know a source that does competitor or otherwise share it!

Best Regards,

Glenn

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