Sales Movement

I spend a lot of time talking on my cell phone, usually when I drive. Lately I've been spending more of that time listening. I'm pretty sure Q1 was still fairly brutal for most sales people - regardless of what industry you are in. (Unless you are selling toilet plungers. It seems there was a lot of puking go on.) However there IS a change the air, ever so slight, that seems very promising for salespeople this quarter. (We'll get to some of these changes in my next blog.)

Which means - if you're that salesperson who uses the economy as an excuse NOT to sell your product or service - your hall pass is about to be revoked for a few quarters. (Yes, really, i do have sympathy.) So get up off the couch, put the lid on the vodka bottle and start building your list and reactivating your cell service.

Positive Selling

While Q2 is going to look and feel much better compared to the first quarter of this year, this quarter it really is all up to you. If you are not positive in thought, action and word - your competitor will win. Right now, people want hope. They want it to be better. They want you to make them '"feel good"about what they are buying. Most people have had enough of the negative. We all have.

There's this little theory called "the Heard theory" which basically says people "do" what everyone else is doing. The heard theory goes back to the late 1700's and tulips. For a magical moment, everyone wanted tulips. They were shipped in from all over the world. People couldn't get enough tulips. Until one day, no one wanted any tulips. Imagine if you were the last guy who trucked in a million dollars worth of tulips that suddenly no one wanted. That would stink! We'd all like to believe we are smarter than that - but we probably don't need to mention any more than a few bubbles, technology, credit and housing, to prove not much has really changed.

So if the news is starting to sound good, people will get on board the ship that is selling. It's just part of the human DNA, I think. And, it's probably better if they hop on board your ship rather than one of your competitors.

We look forward to hearing from you or you can visit us at: www.sales-negotiation-training.net.