I went to a meeting today about the economy, and the speaker made an interesting statement.
For the most part, those of us who sell to the large corporations should be OK, it maybe the little company that may have difficultly, but for a different reason than I imagined.
The large corps have to continue buying, but they may cut back on some of their vendors or ask for better pricing. Therefore, it is the secondary vendor who may suffer as these cut backs take place.
What did he suggest, make sure that you have a strong relationship with your customers and know what they are planning. You cannot be too close to them, especially now. Get to share their vision, and know where they are coming from with respect to their view of the economy.
You as a sale rep must be vigil to understand that the companies you are selling to maybe just nervous, without cause. Watch the base, and don't forget to prospect. Don't let one customer rule the roost.
Good Selling,
Steve
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About Me
- Stephan Schiffman
- New York, NY, United States
- Stephan Schiffman has been a leader in motivational and sales training since 1979. He is a Certified Management Consultant, and has trained and consulted to a wide range of corporations including IBM, AT&T, Motorola, Sprint, DHL, and a host of other organizations throughout the world. He has trained over 500,000 professionals in over 9,000 companies. Stephan Schiffman's business acumen has a solid foundation. Before founding D.E.I Management group he was a broadcasting executive and an account executive for a brokerage firm. As the Director of Training and Development for an international organization, he created and conducted training programs for thousands of people throughout the world. Since his programs have been integrated into the sales culture of major corporations, Steve is frequently asked to be a guest on national radio and television shows. Steve is the author of over 30 best selling sales books: Cold Calling Techniques (That Really Work!), The Consultant's Handbook, and many more!!
3 comments:
You haven't mentioned meeting with potential franchises in quite some time. Why have you decided to stop franchising? Is it because of the economy?
Actually, I am meeting with some people this week. We stopped because we felt that the ecoonmy wasn't right for it. But now maybe the right moment. Interested?
ss
Seriously looking at Six Disciplines out of the Toledo area.
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