Better sales results

Brenda Donnelly of sales performance consultants Connexus shares some valuable advice on having a successful year.

What is the biggest risk posed by the "credit crunch"?

It's believing it too much.  One of the problems with all of this talk about recession is that once people believe there is going to be a recession they start to feel negative about their business prospects.  
The nature of belief is that people only tend to see what they believe rather than believing what they see. Once you believe that there is going to be a recession you tend to only notice articles, comments and statistics that support your beliefs.  
What's more, your negative beliefs quickly affect your outlook and the way that you feel about your business prospects. Having a positive and supportive belief structure is essential if you want to succeed in any market but it is vitally essential if you want to keep on selling in a tough one.

Having a winning belief system does not mean that you need to be deluded however! In the middle of the darkest recession you don't want to have your eyes shut! But you do need to realise that in a recession people want to work with the best suppliers. Suppliers that they can rely on, suppliers that support them  suppliers who are going to be around tomorrow.


Want to improve the attitude of your sales people at this time then call us on 0781 663 3796 to explore how Conexus can change the mindset.

Value focus to deepen relationships

Your sales success is far more linked to your network of people than to any trends in the market place. Products, services and roles come and go. The next opportunity is 5 times more likely to come from someone you trust than from a complete stranger. Your service may be valuable; but you are much more so. With whom do you want to keep-in-touch?
 
When we are genuinely focused on adding value, we are focused on the other person, not ourselves. What is important is HOW we are valuable, rather than how valuable we are. This is particularly true in times of uncertainly, when people naturally focus on their own needs.  Value-focus is how we uncover opportunity, deepen relationships and continue to grow.
 
How we emerge from the challenge of 2009 will be very much up to us.  One definition of insanity that comes to mind is, "doing the same things and expecting a different result".
 
You know that recessions are part of the natural business cycle. They have a purpose. The fittest survive.  With less opportunity about, the winners will be those who looking for ways to work smarter not harder.  Many sales people already work long hours so 'harder' isn't really an option!  Identify the small gaps, that if addressed, will have a huge result.  

Suspect you can't see the wood from the trees?  Call us and we will help you identify exactly how you can work smarter.