What's Next? (Back To Basics)

There have been many times in my 35 year career in the boating industry when the market has been difficult. I want to share with you some things I have learned and ways I have continued to earn a good living even in the most difficult markets.

Here are three tips to get you thinking right about the market.

• Lose the self-pity: Telling yourself you can't earn in a tough market is a waste of time. Remind yourself of past successes and whatever you do, avoid blaming the market for your problems.
  
• Always take positive action: All sales associates need leads, so get busy and start prospecting like you have never done before.
  
• Get knowledgeable: Let’s start by not reading articles in newspapers and magazines and watching negative commentary on the TV. Stay up to date on sales and pricing statistics in your local market and work harder at understanding your competition. You must refine your sales strategies to meet new demands.

Now that you’re in the right frame of mind, what about your customers? First of all, do not assume you know what they are feeling.

• Ask questions to better understand what's on their mind. It is important to encourage your customers to talk to you about their fears and for you to listen attentively when they do.
  
• Communicate with your customers and prospects on a regular basis. Use email, texting, phone, blogging or whatever means of communication they prefer. This must be regular, reliable and meaningful.

Here is my question: do you communicate to your customers and let them know about the new and innovative products? If you do, congratulations you got an order. If not, you missed an opportunity for meaningful communication with your customers, and a sale.

It's not too late to get busy and make something happen. There are all kinds of ways to develop a plan of action, but for me it is as simple as this: the more people I speak to, the more I sell, no matter what the condition of the market. Do not waste your time putting together some complex plan of action. Just get busy and talk to someone.

David Labrecque

TheSalesTrainingPro.com