High Impact Training Solutions
Fewer than 50% of today’s salespersons have ever sold in an economic slowdown. This stat is a result of demographics and economics. No offense, but it’s easy to hit quota when interest rates are down-and-dirty, when buyers can’t snap up commodities fast enough, and when anyone who can walk and talk can get a home loan. Did you honestly believe you were that good?
But, what’s the plan when Lehman, Fanny and Freddy bite the dust? How do you handle an economic tsunami? How do you sell to a buyer whose 40lK has become a 301K? To a guy that’s spending most of his time on Monster and Craigslist looking for another job?
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High performance, selling skills workshop that is guaranteed to increase your effectiveness.
Free! Diagnostic and consulting services to identify business issues and root causes. Includes recommendations and solutions.
A dynamic series of 3-minute Vids and Sound Bites to instruct and inspire. Download on your iPhone or iPod! Very cool!
All-new selling skills system - video-based, highly interactive. Ideal for Webinars, Podcasts, meetings, reinforcement and training seminars.
Imagine this: You’re standing in a formal conference room in front of the executive buying committee. Your PowerPoint slide show is locked and loaded. You take a deep breath and begin. In the middle of your opener, the decision maker interrupts and says, “Let’s cut to the quick and save some time here. Tell us the ROI for what you propose.” You gulp. That number is somewhere in the middle of your 71 slides and you can’t remember where just now. You were starting to get on a roll. Now, you have rolled to a stop.
The Wall Street Journal headline (4/26/00) announced, “The Pentagon Declares War on Electronic Slide Shows That Make Briefings a Pain.” Not long after, General Hugh Shelton, chairman of the Joint Chiefs of Staff, issued an order to all military bases worldwide which translated as, “enough with the bells and whistles-get to the point!”
The hideous massacre that occurred at the World Trade Center exacerbated an economic downturn that began on Black Friday, April 14, 2000. The market meltdown that day signaled a New Economy death spiral that made even the most buoyant and optimistic cringe at the sight of their 401K and NASDAQ high flyers. What followed was the sobering reality that tough times lay ahead. Eighteen months later the 9/11 attack has affected nearly every business in some significant way. Forget about a ripple effect–it’s been more like a tsunami for most companies and their sales and marketing teams.
No one-not even the Doomsayers–had a clue the DJ would slide 33.8%, that the S&P would sink 38.6%, or that Nasdaq would tumble 40.5%. Our date with fate in eight has left each of us angry and confused. We might hope for a turnaround in 2009, but few are willing to bet on it.
An East-Coast family moved into our town. After a short time Power Mom quickly worked her way through the community and decided which families were the Chosen Ones-you know–the aristocracy–the ones “worth knowing” who had clout, money and prestige. After a couple of years, she went so far as to create a list and distributed her list to “worthy” new arrivals when they hit town, or when she met them at private schools.
