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Sanyo ECJ-F50S Micro-Computerized 5-Cup (Uncooked) Rice Cooker and Steamer List Price: $159.99 Sale Price: $108.14 Used From: $86.90  |
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Enjoy perfect rice with no hassle, everytime, with this Rice Cooker/Steamer with Fuzzy Logic Technology. The titanium-coated, extra-thick, nonstick inner pot with round bottom provides maximum heat distribution and optimum cooking... |
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Le Creuset Screwpull Professional Lever Corkscrew S1700-31 Sale Price: $79.99 Used From: $59.00 |
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Great gift idea for wine enthusiasts / Teflon coated worm allows cork to be removed with ease / Cork won't crumble or break / Foilcutter / BLACK Won't absorb odors or flavors and resists moisture absorption Enameled surface makes it easy to clean and scratch resistant |
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New Rules For A New Economy: What Successful Sales People Need To Do To Thrive In A Changing Marketplace
It's been called everything from an economic downturn to one of the most important challenges of this generation, and no matter how you choose to define the state of the economy today, everyone recognizes a simple fact: these are game-changing times. Old rules and old assumptions must yield to new ones. And indeed, that transformation is already taking place in businesses and professions of all kinds across North America and around the world.
A hallmark of successful sales professionals everywhere is that they possess a keen sense of recognizing when changing conditions are upon them, and that they adapt quickly to those new conditions. Adapting (and by that, I include the act of making good decisions that give you the results you're looking for) starts by asking the right questions.
With that in mind, let's start by considering three key questions. Each provides us with solutions we can use in the times that are ahead of us.
When will it end?
The first question is one that plenty have been asking for the past several months...when will this uncertainty end? Like being an unwilling passenger on a long, twisty rollercoaster ride, many are hoping that an exit sign is going to present itself soon. But just as the root causes to what ails the economy are complex, so too are the solutions. Put another way, this has not been an easy ride so far and it's a mistake to assume that it's going to get any easier. Granted, things will settle eventually, but we need to recognize that as we move forward, the economy and the marketplace are going to look very different than before. Rather than assuming or wishing that things get back to normal, expect a new normal and a new economy.
Smart sales people-those with their ear to the ground who recognize the hoof beats of real change announcing its arrival-are going to retool and rethink the way they sell so they can meet the challenges of that new economy. We also need to be mindful of another important fact about the times we're living in: no one knows for certain what the future has in store. Just as very few would have predicted that the price of gas would drop to almost a ten-year low just months after being at record-high levels, the future has a tendency of being full of surprises. That's why it is important to take a smart, defensive posture-to mitigate risk so that you're positioned to take on new challenges, especially the unforeseen ones, quickly and effectively.
What has changed?
This brings me to the second question we all need to ask ourselves. What has changed in this marketplace? For sales people, there are really important, dramatic shifts taking place in buyer behavior that may well reshape the way you do your work. In the past, it was the economic decision maker who was sought out in an organization-that key executive who made the decision to buy. In many businesses, that authority is being replaced by a committee. Officials now have to obtain sign-offs from several people to close a deal. For sales people, this presents a new challenge. You need to broaden your networks to ensure that you're selling in broadcast rather than narrowcast mode, extending your reach as widely as possible across each customer's organization.
Another important change I'm seeing-and that my clients are confirming in their own experiences-is that buyers are taking a longer time to make decisions. Some of my clients are seeing sales cycles increase from an average of 30 days to 90 days. Some are seeing delays of up to 20%. The reason this is happening is that customers want to make sure that they're making the right decisions. And in challenging times, who can blame them? They want proof to back the claims you're making about your product or service. They want someone to demonstrate how good the return-on-investment will be to choose what you're selling versus that of a competitor. This means your sales message has to be adjusted accordingly.
There's one more key change that I'd like to share with you. Companies are entrenching their existing business relationships. For sales people, it's becoming increasingly difficult to find new customers, but existing relationships have become invaluable. Buyers want to stick with vendors they trust. As I mentioned earlier, it comes down to a matter of risk. Just as you need to position yourself correctly in this new economy, buyers are also doing this. Recognizing this fact, your task as sales professional is to demonstrate to your customers that buying from you is a good choice-one that reduces or even eliminates risk.
What must I do to remain successful?
How can sales people remain on top of their game and be successful in this new economy? In times like these, that's the veritable $64,000 question, isn't it? In fact, there are a range of field-tested activities you can embrace as part of your sales approach. And over the coming weeks, I'm going to share with you, point-by-point, a range of solutions that you can implement within your work and that of your sales team.
Changing economic times are an opportunity to reexamine the way we work at sales people-to hang on to the approaches that serve us well and to seek out new ways of doing business that have helped others be successful. Over the coming weeks, I look forward to engaging all of you by way of this discussion, sharing with you vital solutions based on the business habits I've observed among the top 10% of sales professionals in organizations of all sizes. The outcome will leave you better prepared for the challenges ahead, so that you can thrive in this new economy that's taking shape right before our eyes.
About the Author
Colleen Francis, Sales Expert, is Founder and President of Engage Selling Solutions ( www.EngageSelling.com). Armed with skills developed from years of experience, Colleen helps clients realize immediateresults, achieve lasting success and permanently raise their bottom line.
Start improving your results today with Engage's online Newsletter Engaging Ideas AND 10 weeks of free sales tips:www.EngagingIdeasOnline.com
Here are more key change products:
Another great resource for key change products is Amazon. They have far more than just books!
Some Great Products
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Sanyo ECJ-F50S Micro-Computerized 5-Cup (Uncooked) Rice Cooker and Steamer List Price: $159.99 Sale Price: $108.14 Used From: $86.90 |
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Enjoy perfect rice with no hassle, everytime, with this Rice Cooker/Steamer with Fuzzy Logic Technology. The titanium-coated, extra-thick, nonstick inner pot with round bottom provides maximum heat distribution and optimum cooking... |
|
Le Creuset Screwpull Professional Lever Corkscrew S1700-31 Sale Price: $79.99 Used From: $59.00 |
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Great gift idea for wine enthusiasts / Teflon coated worm allows cork to be removed with ease / Cork won't crumble or break / Foilcutter / BLACK Won't absorb odors or flavors and resists moisture absorption Enameled surface makes it easy to clean and scratch resistant |
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Streamlight 73001 Nano Light Miniature Keychain LED Flashlight, Black List Price: $10.00 Sale Price: $3.75 Used From: $8.75 |
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An extremely small and super-bright light, the Streamlight Nano Light Keychain Flashlight is a lightweight, easy-to-access flashlight for everyday tasks at work or at home. With a nonrotating snap hook for attaching to key rings, backpacks, clothing, and more, the Nano Light features a high-intensity, 100,000-hour LED that will last up to eight hours on four alkaline button cell batteries (included)... |
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![Chuck Berry - Hail Hail Rock 'n' Roll [VHS]](http://www.51key.org/images/i/219YWBW1H3L._SL75_.jpg) |
Chuck Berry - Hail Hail Rock 'n' Roll [VHS] List Price: $19.98 Sale Price: $29.99 Used From: $2.55 |
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Two distinct portraits of Chuck Berry emerge in this lavish four-disc set built around Hail! Hail! Rock n' Roll, director Taylor Hackford's 1986 documentary/concert film. On one side there's the Berry who wrote a catalogue's worth of genre-defining songs ("Maybellene," "Johnny B... |
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Understanding Music Elements, Techniques and Styles : A CHANGE OF KEY List Price: $99.95 Used From: $50.00 |
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This program provides the necessary background for a thorough understanding of keys-the tonal arrangement of musical pitches toward a tonic note. The relationship between pitches is examined by rearranging the notes of a tune into a pitch series, or scale... |
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Looks like he made it. Barry Manilow is the No. 1 Adult Contemporary artist of all time. This collection contains a dozen chart-topping standards as well as eight Top Ten hits, including \Mandy |
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All products are BRAND NEW and factory sealed. Fast shipping and 100% Satisfaction Guaranteed. |
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CLAPTON ERIC ONE MORE CAR,ONE MORE RIDER (2CD) |
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An Inconvenient Truth List Price: $19.99 Sale Price: $5.48 Used From: $1.85 |
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The history and perils of global climate change are explored in this popular and controversial Oscar-winning documentary featuring former vice president Al Gore. Taking his environmental science presentation on the road, Gore argues--with both alarming statistics and disarming humor--that just as the deleterious effects of global warming come from human activities, so too must the solutions to the crisis he believes places the future of Earth in the balance... |
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The Keys of the Kingdom List Price: $14.98 Sale Price: $7.12 Used From: $6.46 |
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In his second film, Gregory Peck earned an Academy Award nomination for this sweeping religious-themed drama, tracing the career of a Catholic missionary in China. Excellent cast includes Vincent Price, Thomas Mitchell, Edmund Gwenn, and Roddy McDowall as the boyhood Peck... |
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Hairspray (Full-Screen Edition) List Price: $12.98 Sale Price: $2.73 Used From: $0.01 |
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Pleasantly plum teenager tracy turnblad teaches 1962 baltimore a thing or two about integration after landing a spot on a local tv dance show. Studio: New Line Home Video Release Date: 11/11/2008 Starring: John Travolta Zac Efron Run time: 117 minutes Rating: Pg Director: Adam Shankman |
