SuccessCo

Top ways to recession-proof your job

Be the best at what you do. While this is good advice at any time, it’s particularly relevant when times are tough. Have you ever seen the “top salesperson” let go before an underachiever?

Invest in yourself. Spending money to improve your skills or become better at your job is a wise investment that will never decrease its value.

Generate revenues or cut costs. Constantly find way to help your company save money and make more of it.

Be visible. If times are tight, it may not be the best time to take a vacation or request extended time off. Tough times are the times to stand out and be known.

Cultivate a great working relationship with your boss. This is just good business, and it doesn’t mean having to kiss ass. If it does, it’s time for a new job anyway!

Toot your own horn. This is the time to “add value” to your job or position while at the same time, making sure it is noticed (Without being obnoxious that is)

Improve yourself. Now is the time to be better at what you do, than you were yesterday. It’s simply not good enough to just be good.

No whining. Attitude can be everything. If a company needs to “scale back” the team, those that go last are the ones with a great / positive attitude and everyone enjoys being around.

Never stop networking. If the unfortunate day should come that you are let go, with ample connections, the odds of finding a new position quickly are greatly enhanced.
Update your resume. This is a practice that should remain constant. As they say in the Boy Scouts, “Be Prepared.”

Set up an emergency fund. One should have 6 months salary saved to get them through a tough spot should it occur.

Develop a second career interest. Should your position be lost, have a fall back plan that may end up growing into something you love even more!

Just a few of the top recession proof industries. . .
Health Care
Membership Development – Association Developers
Necessities - food / grocery stores / chains
Career / Job search / Life coaching
Home & vehicle repair & maintenance
Sales

-Jim

© 2008 SuccessCo.com

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Success Book ~ What Clients Love & Selling the invisible

Here are two excerpts from one of my favorite business authors, Harry Beckwith.

Excerpt from What Clients Love Written by Harry Beckwith

How to listen
Don’t just listen to what the person is saying. Picture it. As they speak, create a visual image – a movie even – of their story. This will help you understand, follow and remember the story. And even help you remember it a month later. If you retain only the words of that story and not the images, you’d forget the next day.

Don’t listen with your ears. Listen with your eyes.

Excerpt from Selling the invisible Written by Harry Beckwith

What’s your point?
Bob Boylan of Successful Presentations in Minneapolis has built a successful book and solid business around a presentation concept distilled into three words: What’s your point? It’s based on Bob’s discovery that most presenters don’t really know what their point is. Usually, their point is “I want to sell you something.” But to the listener, the point is obvious and meaningless. Most marketing communications fail for the same reason. They never tell you what the point is. Tell people in a single compelling sentence. Why should they buy from you?

If you don't already have these two titles in your collection, I would certainly encourage you to pick them up.

-Jim

Anatomy of a sales objection

Before a sales representative can effectively address a prospects objection, they must first understand what prompts them to be given. So, with objections being the symptom – here are the causes.

1. A pre-conditioned response: Today, more than ever, business owners are confronted with more choices than ever before. For them, it becomes easier to simply say no to “everything” than to pick and choose those opportunities of true value. With the prestige and creditability of the Chamber, use the assumptive and authorities approach to get beyond this reason for objections.

2. A test of the Representative: Are you worthy? Do you come across as confident, positive and enthusiastic? Are you strong in conviction? Remember, how they perceive you, is how they view the organization.

3. Misconceptions about the product or service: Seek out the prospects misconceptions and misunderstandings. Use communication skill such as feel, felt, found to modify their views.

4. Benefit given prematurely: Never assume anything at any time. Only after skillful questioning can we determine what benefit most applies.

-Jim

© 2009 Successco
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Clarifying questions

To gain a deeper understanding of a client or prospects needs, use clarifying and expansion questions. 80 percent of what you want and need to know is often just below the surface of the superficial sales presentation. Ask these questions to get to the meat of the message:

Tell me more about that?
What would that mean to you?
What does that mean to you?
How does that make you feel?
I'm not sure I understand - can you comment on that in more detail?
Can you give me an example?
What exactly do you mean by that?
Help me understand, _____?
I want to be sure I understand, _____?
Would you clarify that?
Can you help me understand?
Explain to me. . .

-Jim

How to disagree without making an enemy

Anger and resentment is often caused not by what you say, but how you say it. So here are some alternative phrases that will help to keep the peace when disagreeing with someone, whether a colleague, client, customer or prospect.

* You're wrong
* I disagree
* I don't see it that way

Instead say. . .
* Please help me to better understand how you reached that conclusion.
* I can better support you if I understand our differences.
* I'm not sure we have the same information, as mine leads me to a different conclusion.

Jim
© 2009 Successco
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I've fallen and can't get up!

So you think you're in a slump and not doing as well as you should? First off, remember that most slumps are usually just a state of mind, so stop thinking about it and keep pushing forward. If you're still looking for some ideas to spur you on, here are a few to get you jump started.

Get back to the basics - A lot of times, when things go wrong it's not too complicated to fix. Take yourself back to the fundamentals.

Rearrange your office - Shake things up, sometimes changing the state of your environment can also change your state of mind.

Have some fun - Watch a favorite comedy or visit a comedy club (chamber member of course).

Interact with positive people - As they say, birds of a feather flock together.

Run from negative people - See previous tip!

Visit your mentor - Often, someone with experience that you trust is a quick fix for getting back on track.

Mix it up - Change your approach or presentation. Do your best to see things from your prospects objective and adjust to correct your approach.

Draft a plan - By putting your objectives in writing, it will help clarify your direction.

Jim
© 2009 Successco
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