Joe da Silva | Speaker | Trainer | Coach
~ If you are no better tomorrow than you were yesterday, then you've wasted today.
Benjamin Franklin said: “By failing to prepare, you are preparing to fail.” The unfortunate part about this quote is how today, people are not succeeding because they just do not take the time to prepare for success. Preparing for success really does not take as long as one thinks it does.
I was working with a client that was upset that there was a brand new competitor in his market offering an alternative to what he sells at a price that would put him out of business if he were to price match. The truth is, if you get into a price war, it becomes a race to the bottom which is a race no one should ever want to win. Therefore, what kind of strategy can one use to battle the price war?
While at a networking event, the discussion led to the question of ‘the close’. I listened intently to the different ideas presented by everyone I thought to myself that I was somehow transported back in time to 15 or 20 years ago. Some of the suggestions were outdated, in that they all focused on the salesperson’s needs and wishes and really had nothing to do with the client. When it was my turn to share, I could not hold back and I asked if they had actually heard themselves?
How many times have we heard that? How many jokes do we make about that particular question? Truth be told, they are doing something that we, as business people rarely do.
No, I have not gone to that magical kingdom filled with white fluffy clouds, rainbows, and unicorns. If we look at the definition of the word problem; a matter or situation regarded as unwelcomed or harmful and needing to be dealt with and overcome, it would seem the situation is not only overwhelming but if not rectified immediately, could have some dire consequences.
