Michael McMeekin January 2012
Michael McMeekin

Member Article

Sales Nugget – tough times and excuses

Last week we had a couple of contrasting sessions. One session had a few salespeople and a few business owners complaining that times were tough and that clients weren’t buying.

On another session we had a photographer who is hoping to sell more of his photos and he quite literally blew me away. After spending three hours with him I walked out of my session more motivated and focussed on what I was doing. The thing is I delivered the session yet I walked out with a smile and happy with my life. So what did this photographer do or say that motivated me.

First let’s look at what was said during the first session:

  • “Customers don’t have any money”
  • “Customers don’t want our services”
  • “The competition is undercutting our prices to win business”
  • “No one will talk to me”
  • “We don’t have enough prospects”

Now the second session with the photographer was so different. His name is Stephen J. Dowd a friendly likeable and in his words a stereotypical Scouser always ready with a joke and a story.

He wants to sell more of his photographs but has a different attitude to the people who attended a sales session the day before. His story was amazing and he had gone through some tough times in his life with family deaths and serious personal illness. Stephen had lived through these tough times but didn’t make excuses and got on with his life and helping others.

Stephen was engaging and determined to succeed through his tough times and today is equally determined to succeed with his photography business. (For more on Stephens story see the link below)

So what was the difference between the two sessions and what do we need to take away from them to help us sell more and grow our businesses.

Many people make excuses because sales aren’t coming in. For many people it’s a convenient excuse and they will keep trotting out the excuses until they convince not only you but them as well.

In sales, when tough times and misfortune rear their ugly heads, it’s easy to hide and make excuses. The loss and lack of sales may stop us achieving what we want to do today but we shouldn’t let it get us down for too long. Stand up and face these tough times, as the chances are there be something better on the horizon. Don’t hide away and blame everything else take a moment to see if there are any new golden opportunities hiding around the corner.

What matters is what is going on with all of your sales opportunities and how you are working on them. So if you want to sell more then start focusing on what you are doing and how you can help your prospects and customers.

Maybe it’s more difficult now, but then again maybe it’s not. One thing is sure is that there is always an excuse available. So today ’Stop making excuses’ and take a leaf out of Stephen’s book and get on with it as like him you will get through the tough times with the right attitude.

I would like to personally thank Stephen for his story, his warmth, his happy attitude and I wish him success in selling more of his photographs

Talking of tough times did you know this startling fact? Less than 3% of all patented inventions ever make more money for the inventor than they invested into it. The reason is that inventors simply do not understand many of the business principles that govern such transactions. There is now help for you if you have a new product or business idea.

On Thursday April 10 the North Tyneside Business Centre will host a ‘Celebration of Innovation’. The day time event has some fantastic speakers who will show you how to successfully get through the minefield of new product development. Places are limited so booking is essential. To book a place please contact 0191 605 3110 or email: info@businessfactorynt.co.uk or for further information visit http://www.businessfactorynt.co.uk/biz/seminars-and-events/?ee=216

Can you help me please? If you think the ‘Sales Nugget’ column is of some value to you can please click here and say simply yes.

If you want help to increase your sales please contact us on 0191-2267366, email us at sales@arrowsales.co.uk or visit us at http://www.arrowsales.co.uk/

Use your phone, iPad or computer sitting at your desk with our sales training video offering visit http://www.learnsellingskills.com/

For a bit more on Stephen J. Dowd’s amazing story visit this link http://www.gazettelive.co.uk/news/local-news/saltburn-cancer-battler-wins-top-3686485

This was posted in Bdaily's Members' News section by Michael McMeekin .

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