Now Or Never
by Joe Bonura, CSP
Get Up Or Get Out
Now is the time to either get up or get out. Although the economy
is not great, it will give you the opportunity to really practice
your selling skills. When times are good, as they have been, we
forget how to hunt.
Look Sharp - Be Sharp - Stay Sharp
Use the adversity of the times to sharpen your skills and become
the best that you can be. It is time to exercise your greatest power
-- the power to choose. You can choose to win, or you can choose
Focus On Success
Focus your efforts on making calls, and do not allow negative talk,
headlines, or news stories to distract you from your task. Make
your own economy, and stop concerning yourself with what everyone
else is doing.
Stop Worrying And Start Doing
Worrying about the economy will not change a thing, but taking
action will change everything. You may surely have to increase your
efforts by ten percent at least in order to get the same results
that you achieved last year.
Meet Your New Best Friend
What is the alternative? Failure. Who will bail you out of your
slump? Only You because You are your own best friend during difficult
They Need You
If you have a superior product, the odds are that your customers
need you. Assure them that you are there to help them with their
Do Not Let The Headlights Blind You
Do not stand there like a deer in the headlights, frozen in place
and paralyzed by fear. Recently, the manager of a huge media organization
confided in me that his sales people stopped calling on realtors
and auto dealers because they were not investing money in advertising.
The Whole Truth
Maybe they are not investing because no one is asking them to invest.
Truthfully, auto dealers and realtors, now more than ever, really
need the media representatives to call on them. Since they will
always have inventory and overhead, they must be in the selling
mode, and that is also true for all businesses.
Bring Them Solutions
We are all looking for solutions to the economic downturn that
everyone is experiencing. Not selling or calling on prospects becomes
a self-fulfilling prophecy. Customers will not invest in your product
if you do not approach them for the sale.
The Thirty-Day Turnaround
Make a commitment for the next thirty days that you will increase
your efforts by 10%. That means, if you make five calls a day, now
make six. Six calls a day, instead of five, will result in one whole
extra day of calls for the week.
Help Them Grow
Look at your prospects and consider how you or your product or
service can help them grow their businesses or help save them money.
Go to them with fresh, hard-hitting ideas that will impact their
businesses in a positive way.
What Is The Alternative?
Your product or service may be just what they need to succeed.
Do it for thirty days, without fail, and if it does not work, you
can take another path, or you can do it for another thirty days.
It sure does beat the alternative.
Get ready, get Set . . . GO!
© 2008 Joe Bonura & Associates, Inc.