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internal resources Tagged Articles
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Selling In A Gloomy Economy
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| What is the difference between selling in a robust economy and selling in a failing economy? A lot. But not what you think.
* Your product is the same
* Your pitch/presentation is the same
* The buyer’s need is the same
What’s different is the decision making process the buyers need to go through. Do they have a problem that needs to be resolved now, and the economy has mitigated the types of solutions they seek? Do they have a problem that can be fixed with a partial, cheaper solution, or with internal resources that can be modified to create a solution? Do they wait until…. until they have some belief that their business won’t be at risk? |
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The power of coaching!
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| Draw on your internal resources and boost your confidence! |
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Are You Crisis-Minded or Opportunity-Minded
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| Today, the economic boom has gone. What’s your attitude? Are you thinking “doom and gloom”? Or are you thinking “hidden opportunity”? I believe our attitude and thoughts are a bigger problem than the external economy. An African proverb states it well: “It’s hard to fight an enemy who has outposts in your mind.” |
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Are you sure you know who you're competing with?
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| In past times competitors clashed often enough to develop a sixth sense on each other's strengths, weaknesses and strategies to win business. In today's environment your competitor could be an adversary that you have no knowledge of whatsoever. The competition could be an international company, a new start-up, an internal customer team willing to do the work, or have the mandate to do nothing because of business pressures. The competition landscape has changed and will continue to offer challenges to all companies. |
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