There are a few basic behaviors that top salespeople should follow in tough economic times to sustain their performance. First, make your customer's goals your personal objectives. Demonstrate how your product or service will advance their ambitions. Only propose solutions that solve their business problems! Second, justify all proposals with payback beginning in the current fiscal year. In tough economic times every customer will be looking to save money. Third, and perhaps the most important, reduce their risk! This is especially acute in a down economy. No one wants to take on additional risk when times are tough.

This week Mike and Joe talk with Jeb Blount, author of PowerPrinciples and founder of SalesGravy.com about Understanding Your Customer's needs throughout this turbulent period.

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Part 1 of a three part series on Selling in a Tough Economic Times

In sales there are many things we can control. The economy is not one of them! Even the Federal Reserve Chairman is having a difficult time with the economy. We do however have total control over the one thing that will separate the top sales performers from the nonperformers and that is our attitude.

Attitude drives behavior and if you maintain a positive attitude you will outperform over 80% of your peers. Optimistic sales people will perform better than their negative peers by nearly 40%. You have control over your mind.

This week Mike and Joe talk about Maintaining A Positive Attitude through this tough economic period. Additionally they have an with interview Rocky LaGrone, founder of The Training Group.

Sales Podcast and Sales Blog
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SalesRoundup Blog

 Many of the most successful athletes, performers, and business professionals have coaches.  But did you know many of the most successful sales professionals have coaches too?  A good sales coach can really help sales professionals hone their skills and MAKE MORE MONEY.

A personal sales coach can help you identify your strengths, overcome weaknesses  and guide you to become the top professional in your industry.

A good sales coach will become your mentor and partner. Together you set goals and design plans to meet your business objectives. A sales coach will give you encouragement and feedback, celebrate your victories, and keep you focused to minimize your losses

In this episode Joe and Mike talk about why Sales Coaching is important and how to select a good coach.

Sales Podcast and Sales Blog
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It's May already and if your company has a calendar year end that means you are already 5 months into the sales year.  When was the last time you looked at that sales plan you put together at the beginning of the year?   In this episode Joe and Mike talk about why it's important to review your sales plan right now and offer some key strategies to help you update your sales business plan.

Sales Podcast and Sales Blog
Visit our Website to Get Detail Show Notes
SalesRoundup Blog