In business, and in the sales profession, you make your living from buyers. Are you effectively attracting buyers, or are you chasing after them?

In order to survive in this new economy of buyers, you need to stop chasing buyers and start attracting them. You need to stop selling them and start engaging them. You need to stop closing them and start empowering them to buy.

Buyers are everywhere. What are you doing to attract, engage and empower them to buy, from you?

To accomplish this you will need to become buyer focused. In other words it is no longer about you, your product or your business. It is about the buyer, the relationship you create with them and their needs and desires, not yours.

   … Continue Reading » »

Let’s face it, we are all buyers and we all visit retail outlets. Did you ever take the time to listen to the sales greetings as you walk into the retail outlets? If you do, you will notice most of them repeat the same greeting, and we respond with the same old answer.

It is time for retailers to wake up and stop doing what they have always done. If they do not make the necessary changes, they will continue to get the same sales results as in the past.

This is the standard retail sales greeting you usually receive walking into an outlet. “Hello, can I help you?” and you give the standard answer, “No thank you, I’m just looking.” Even if you know what you want to buy and how much you are willing to spend, you still offer the same old reply.

   … Continue Reading » »

Cutbacks support and contribute to a recession, and to the downsizing of your organization.

Sales motivation supports and contributes to the bottom line and the future growth of your organization.

Which one is more important to you? Which one are you contributing to?

Sales is the blood line to every organization. If there is no sales motivation to sell, then there isn’t any sales activity. Without sales, there are no transactions. The cycle continues and consequently, the lack of transactions leads to no revenue. The fall in revenue leads to the demise of an organization and thusly, the loss of jobs. This downward spiral generally ends in a recession.

   … Continue Reading » »

Increasing sales in a weak economy requires twice as much discipline and effort than most sales people have been accustomed to over the past few years. It is time to step up, do more and prove you are a true sales professional. Now is sales opportunity time and not order taking time.

The buyers are not out looking for you, your company and its products or services any longer. A sales person needs to locate them and there are fewer buyers nowadays.

   … Continue Reading » »