Turbulent Times

One of my favorite people has authored a whitepaper on how to succeed in turbulent times. He’s someone who has been in sales during two different recessions and has made keen observations on what works. 

1) Feast or famine is a result of where you focus – have a mentality of abundance, not one of scarcity. It’s all a state of mind.

2) Figure out how to take advantage of the recession – the economy will weed out competitors and there is still demand, so now’s the time to acquire new customers. Adversity is the breeding ground for opportunity, but you have to slow down enough to notice it.

3) Know your leading indicators – what key measurements, if taken in real time, will tell you the direction you’re headed?

4) Care enough to communicate more – now is not the time to cut travel expenses. See your people more often, not less!

5) Find out what you are doing right and do more of it – success is all about finding the right fit for you and your business.

6) Focus on solidifying relationships – sales is about focusing on effectiveness, not efficiency. Genuine relationships are the only way to grow and thrive.

7) Quit focusing on products and services and instead build value. There are three levels of value: a) What your product does; b) The experience your product creates; and c) The transformation your product produces.

8) Control the things you can control. To be in business, you have to transfer an idea. To transfer an idea, you must sell your idea, and selling is nothing more than a transfer of confidence and enthusiasm. Control the things you can, making your confidence the most important thing to control.

Click here to read the complete whitepaper.

Author: Jim Lobaito, Owner and President of the Performance Group