Joe da Silva | Speaker | Trainer | Coach
~ If you are no better tomorrow than you were yesterday, then you've wasted today.
That was a question asked of me recently during one of my sessions of The Action Suite. “Maybe they shouldn’t.” was my reply. Total silence was the reaction.
You cannot ‘get’ anyone to switch to your product or service. Studies have shown that once customers feel that they are being pushed, their emotions will take over, and they will resist with more vigor even if it means that if they did make the switch, they would be better off.
Two words that no one wants to hear: “You’re fired.” Two words made famous during the running of ‘The Apprentice’ on television. Two words that some in the United States would like to say to the current President. It has in all likelihood happened to you if, you have been in this game as long as I have. It certainly has happened to me. That will be another blog for another time. However, did you know that as a sales person you can ‘fire’ your client?
“Okay.”
Really? Are you actually going to do that? Lets’ face it, we have all done it and some of us are still doing the: “Okay.”
Really? Are you actually going to do that? Lets’ face it, we have all done it and some of us are still doing the: “Okay.” To compound this, we sincerely believe that they are a hot prospect that will be calling you back ‘any day’ now with the purchase order. If you look at the days of the week, there is no ‘Any day.’
This is a statement that should be firmly in the minds of anyone who comes out of our educational system. It should be the motto of every elementary and high school, as well colleges, trade schools and universities. There is a big difference in being educated and learning. I submit to you that you know some highly educated people who have not learned anything along the way.
Someone that values your service, who wants what you offer and who feels it’s important to them. That question and the answer came from a book that I have just finished called: Five Most Important Questions by Peter Drucker.
That may seem so simple that you may be wondering why do I even bring it up. The better question may be, however, who is my customer? Who is it that I should be really focused on? Who is that does need, want and can afford my product and service? Have you actually sat down and written down who your customers are? If not, I would suggest that would be a great exercise to do.
You have hit a rough patch. It seems that everything you do is not working. You are getting further and further behind from your goals. You have not changed a thing and all of a sudden it doesn’t work. You are beginning to wonder how this could have happen. Then you get that next ‘no’ and you are even thinking that you may have to leave the industry that you love so much. What’s the use? I’m giving up.