Power to Prosperity

Sales is Sales is Sales is Sales!!

Just quick note to share some interesting conversations I have had out here in San Juan, Puerto Rico.  Was talking to Nick Deloitte a businessman from Italy, that sells industrial diamonds, used in construction and gratine stone cutting tools .  We got into talking about my book and before long we were sharing information of sales and salesmanship.  We were in total agreement about all the basics.  That sales is always about solving a customers problem and now with the "Global Market" the way it is, it's time we focused on the basisc to help our customers minimize their risks and solve real problems for them.

Then yesterday, I was out fishing for Tarpon on one of the lagoons here in San Juan, and Dave the Captain was also talking about how his business is driven by the same rules; of giving his customers - mainly the tourists like me that visit the Island, a fantastic experience.  And if he did that well and gave them a fantastic experience, they might just right on their blog about what a great guy he was ... helping him drive business and profits ... Check out Magic Tarpon, the owner is Armando and they are on the web at www.puertoricomagictarpon.com

Thats me and my nephew on one of the Magic Tarpon boats

Then last night, I was talking to a retired Sears sales executive (had worked there for 41 years) at a friends party and between Mojitos and the Salsa dancing, we got talking about salesmanship and were "on track" again with the basics.  He also told me it was always about solving your customer's problems and that being of service and creating positive customer experiences was the surest way of having people come back for more.

Finally, this evening I met three lovely ladies in Old San Juan; they were eating at the same restaurant me and my wife were at - Cafe el Punto and before long we got talking about sales.  I had overheard them talking about the subject and asked if they were sales pros, they were!!  The cool part was they thought they had visited my blog, because my name sounded familiar.   They were from Huston and Ft Lauderdale and agreed that things had changed and it was back to the basics so some extent.

It has been cool to chat with people from different back grounds and different countries and realize that there are some strong similarities in how our different markets work, Sales is Sales is Sales is Sales and there are some things that ARE WORKING ... So I submit to you, the market has changed and so must we. 

25 Tips to Selling in a Recession

It is apparent that virtually every market in the world is going through a down turn at this time - the recession is here, folks.  The reality is that there are market segments that have been decimated, others are struggling and yet there are some segments that are still doing fairly well.  It is clear though, that everyone has to change how they have been doing things and move in ways that make sense in this type of a marketplace.

What will you have to do now that you are in a recession?

Given my role as a Sales Leader and Strategic Thinker to a few different business teams; I have been giving this idea a lot of thought.  I came up with 25 Tips to Selling in a Recession.  And I have decided to share them with you.

In reviewing them further, I found that my fundamental approach; my 5 Principles for Change provide a good backdrop to this process.  In other words .... there is a method to my madness!

So first, for those of you who do know what they are ... The 5 Principles to Change are the following;

1. Purpose
   This is all about you babe! Why do any of it at all?
2. Prosperity
   You have got to know your numbers.
3. Process
   Do what it takes to bring in YOUR money.
4. People
   Tap into the people power around you.
5. Practical Leadership
   Simply because it takes thinking like a leader to win.

So starting the week of the 27th of October, I will present one Tip a day that will help all my "revenue generator" friends sell in a recession, because by golly!! ... I think we got us one! 

In the mean time, I leave you with this thought. I have been holding it all week...

Sell what your customers are buying.

If you hold this thought, you might find it gets pretty deep on you ... from your sales strategy, your sales process or even a simple "lets solve our revenue problem" perspective.

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For Convenience Sake, I have listed them all here, now that they are complete.

#1 - On Purpose - Be clear about what you want to accomplish

#2 - Make a Commitment to Win

#3 - Manage your mood

#4 - Reach Beyond Yourself

#5 - Recruit your personal team

#6 - Know Your Personal Numbers

#7 - Know Your Business Numbers

#8 - Know your market numbers & trends

#9 - Know your pricing models and negotiation tactics

#10 - Taste your profit

#11 - Re-define your Markets … solve “Problems”

#12 - Re-design your offer to the market place

#13 - Qualify fast

#14 - Make powerful offers

#15 - Sell something of Value … always

#16 - Know your customers … the people

#17 - Move powerfully with teams

#18 - Politic all the way

#19 - Follow through with everyone

#20 - Ask for referrals

#21 - Be The Expert

#22 - Be nimble and react powerfully

#23 - Empower others to win … everywhere

#24 - Be proactive in your Customer’s World

#25 - Say Thank You often