Alexander Graham Bell once said, "When one door closes another opens; but we often look so regretfully upon the closed door that we do not see the one that is opened for us." If you're in sales you gotta remember this one.
Right now, during these challenging and difficult economic times, salespeople are facing more closed doors than ever before. Some salespeople are like the news media - they focus on what's negative. In sales, being positive is better.
I see this all the time in my sales training programs that I conduct for my corporate clients. It's easy to blame the economy. It's easier to blame a competitor's price. And it's unbelievably easy to soak up the daily headlines and point fingers everywhere. Where's the personal accountability?
What's not so easy is to take a personal inventory while looking directly in a mirror. It would seem that everything is wrong with everything else except the person you see in the mirror. When was the last time you asked yourself, "How can I increase my sales," in spite of these challenging times?
I'm very proud of the fact that I have had 16 straight years of increased sales and profits. I did not however, experience 16 years of blissful growth. On the contrary, I've had to be feisty, assertive, optimistic, determined, creative, and results oriented in order to increase the size of my business.
My first huge mistake was to invest $20,000 in a distributorship that sold videodisc telemarketing training programs. I invested this money in a very small division of GTE. I got off to a quick start and was making money. The only problem I experienced was that GTE decided to get out of the training business.
So I searched for a new product and found one. Rank Roundtable, was a huge European conglomerate, and decided to enter the U.S. market with a brand new sales training program. Proudly I became one of their first U.S. distributors. Once again I got off to a very quick start.
And once again a very big company decided to get out of the training business - leaving me high and dry.
Remember, I'm using this as an example - not looking for your sympathy.
These two big gigantic DOORS were abruptly closed to me. Alexander Graham Bell's quote says when one door closes another opens. It will only open for you if you're looking for it.
In my own situation I decided I would not build my business around someone else's products. I created and sold workbooks to my clients. I added audiocassette tapes. I've written and published five books. And I could go on.
This is not the best of times for professional speakers, sales trainers, and consultants. When you factor in September 11th a lot of people in my industry are singing the blues.
I decided to sing a different song. My song is called "My Way." I also decided I wasn't going to participate in this recession so I raised my speaking fee. I also tried new business opportunities. For example, I started doing monthly TeleSeminars. Last year I wasn't. Last year I did not have an eight-cassette album. This year I do.
You get the point don't you?
Enough about me - what about you?
What's the one thing you're fretting over that you can convert into a new selling opportunity for yourself?
There are two kinds of doors in the sales world. There are closed doors and there are open doors. The closed doors will find you. You have to find the doors that are waiting to be opened by you.
My brother Ray was a New York City fireman who was killed September 11th in the World Trade Center. He perished along with 342 other firemen and several thousand other people.
Consider this, no matter how difficult your current situation may be, everyone who perished in the World Trade Center would, if given the chance, be willing to trade places with any of us.
YOU CAN DO IT! THE DIFFERENCE BETWEEN THE WORDS CAN AND CAN'T IS THE LETTER "T" for TRY! GO FOR IT.
Never give up. Never give in.
Eliminate the words can't, impossible, and discount from your vocabulary and you will experience a success you never before imagined.
Jim Meisenheimer is the creator of No-Brainer Sales Training. His sales techniques and selling skills focus on practical ideas that get immediate results. You can discover all his secrets by contacting him at (800) 266-1268 or by visiting his website: http://www.meisenheimer.com
Lance has what it takes and then some.Did you know... Read More
Yesterday I received a call from a financial planner named... Read More
This evaluation is not for the "weak-kneed". Real questions to... Read More
Last minute discounting has become so prevalent that many companies... Read More
Just about every clothing store uses mannequins. There are many... Read More
If you have competitors, then you should have at least... Read More
In the last article... Read More
One disadvantage of selling by telephone is the lack of... Read More
Selling your services to corporations is an attractive proposition. The... Read More
JOHN DI LEMME on "I Am A Habit"H-A-B-I-T...When 95% of... Read More
Back in the days when I sold for CTV and... Read More
One of my first internship jobs as a college student... Read More
"Which is your best CD?"Ever get that question? My band... Read More
1. Sell your products at a wholesale price to retail... Read More
Zig Ziglar use to say in seminars and on tapes... Read More
My new job was to sell Commercial Service Agreements. It... Read More
One of the most useful and fundamental communications lessons that... Read More
Consulting Vs Selling, How we can make sales by not... Read More
"If you do anything foolish or try to get out... Read More
The USP (Unique Selling Proposition) is based on the assumption... Read More
I just bought six square pieces of spongy fabric for... Read More
When Dr. Frankenstein exclaimed "it's alive... it's alive," he thought... Read More
I believe that everyone understands that no matter what business... Read More
Awhile back you had a great idea. An idea that... Read More
A mobile auto detailer and their profits are tied to... Read More
You've polished your sales page over and over againuntil it's... Read More
Some of the best sales people I have ever met,... Read More
Who likes cold calling? Most salespeople don't like cold calling,... Read More
The largest sale that I ever closed was negotiated over... Read More
I really just don't get it.How can so many businesses... Read More
Obtaining merchant status will help to increase your sales. Consumers... Read More
We would all like to think that our product or... Read More
In my opinion, one of the biggest skills of being... Read More
Color psychology is the biggest question I receive on a... Read More
The customers you already have could be your biggest lead... Read More
After our first half-hour telephone coaching session, when asked what... Read More
Why should you describe your business to others in 5... Read More
Selling "-abilities": Reliability (Part 1 of 4) Most salespeople... Read More
A conversation: The Salesperson: "I don't cold call-I want to... Read More
Prospecting is the engine that propels anyone in sales. Without... Read More
VOICEThe Image the customer has of the Salesperson is vital.... Read More
This issue's topic was suggested by a sales rep for... Read More
Lead Generation is vital to all businesses. All companies try... Read More
If you have competitors, then you should have at least... Read More
What methods can we use to install confidence into your... Read More
When it comes to buying mortgage leads, there are many... Read More
I've recently been hearing sales companies talk about how they... Read More
Let me create a picture for you. This is the... Read More
The March, 2004, issue of Psychology Today reports on an... Read More
What do the words that you use say about you?... Read More
You can always tell a good salesperson, they are always... Read More
Over the years, I have been amazed at... Read More
Sometimes we can all use a friendly reminder to keep... Read More
There are thousands of books and seminars on how to... Read More
1. Animate your window display.How often do you change your... Read More
In my opinion, one of the biggest skills of being... Read More
Ever wish that your presentations could be as much fun... Read More
Products for sale need to be displayed in a manner... Read More
Have you ever wondered why some people use long sales... Read More
I know, don't groan. You have to do them if... Read More
When you think about ways to gain repeat business from... Read More
Steps - it is unrealistic for most salespeople to expect... Read More
So often sales men and woman are the very people... Read More
Several weeks ago, I conducted a "Mastering the Cold Call"... Read More
The fastest way to get a decision made is to... Read More
We all learned in Sales 101 we must follow up... Read More
Sales |