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Sales Lessons For These Turbulent Times!
Lions and Tigers and Bears Oh My!

I've heard enough bellyaching and complaining from everyone, from salespeople to top-level executives about the recession (even prior to 9/11). If it's not the recession, "it's business is slow this time of year". Your attitude is what makes business slow. That's it! If you have a negative attitude so will your salespeople, your customers and everyone around you, even your family and friends. Why? Because of you and only you. Each year there's some sort of event or circumstance that throws us a curve ball. Curve balls are supposed to be challenging and exciting to salespeople and business. Work them to your own advantage. There must be a new or different revenue stream within it all. Remember when you were a kid? "Oh ya, take that!" If your sales are down, if your business is suffering, you let it happen, no one else. Case in point: I myself recently lost a very large chunk of business. Why? The customer said it was because of the economy and 9/11. I'm sure that was their deciding factor, they needed to cut back. However, I believe as a salesperson myself, in my own business that it was my complacent attitude that prevented me from staying in front of my customer. If I had continued the strong relationship with my customer even after the contract was sold and especially around the whispering of a recession and then of course the 9/11 tragedy, I believe I'd still be doing business with them today! Why? Because by staying in front of your customers at all times you can continually be on top of their wants and needs. If you sense that there's a possible storm brewing, you could make necessary adjustments in order to keep the business and at the same time advise your customers on how to get their desired results even in these turbulent times.

Below is a "short recipe list" of what you need to be aware of:
You must always plan ahead. Have something in your back pocket. Not one juicy fat account, but several. Not one business project or partnership planned, but several. Always plan ahead and for tougher times, but don't become the tough times. Who wants to be around complaining, negative, complacent salespeople, leaders and businesspeople in general, even friends who don't aspire to be successful? Spread the positive, then you'll only see and get positive. You expand your mind and see only opportunity where you use to see problems. Spread negative and that's what you get. Sure, we're human, but sometimes (I myself have gone through this) we allow the negativity to consume us and then slow down and take a break. Guess who's in front now? Your competition. That's when the enemy dives in! They suck up all your business right before your very eyes. It's time to dust off the cobwebs. Off that couch, out of that car, get away from that coffee room and stand tall. Stand tall I say, shoulders back, buy a new suit and put your left foot forward. Demand attention from every person you come in contact with. Turn those heads just by your very presence. Turn all negatives into positives. Teach your customers and prospects the same. Tell them why they must continue to do business with you and do not falter! The next time someone asks you how you are tell them, "EXCELLENT!" The next time someone asks you how business is tell them, "EXCELLENT!" Just do it! They're going to want some of that! It's up to you! Not your customers, boss, friends or family. You! You're The Top! Each day starts with you!

Mullins Media Group™, LLC provides Management Consulting, Sales & Leadership Training and Performance Tele-Coaching for Executives, Entrepreneurs and Salespeople. E-mail chris@mullinsmediagroup.com for a free email subscription to: "Chris Mullins Nuggets™" http://www.MullinsMediaGroup.com

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