Good News Not a Substitute for Sales Force Competencies

Posted by Dave Kurlan on Wed, Apr 08, 2009 @ 06:04 AM

Do you want to hear something crazy?

I'm a very prolific writer - not to say I'm a good writer, just that I post a lot.  And of the dozens and dozens of posts from the last three months, would you like to guess what the LEAST read post was?

It was the one where I wrote about signs that the economy was improving!  And one of the MOST read posts was the one where I wrote about the media making the economy worse.

So, would you rather read about gloom and doom?  Do you not want to know that there are indicators that say things will be turning around?  Does it make you feel better about your business if you know that things still suck everywhere else?  Does it make you feel more frightened if others are seeing things beginning to turn around and you aren't yet?

If that's you, it's an absolute side effect of hunkering down and waiting it out.  If you were taking action, doing something about developing revenue, you wouldn't feel that way.  Doing something makes you feel like you have some control over things.  Generating revenue, no matter how difficult, takes the sting out of things.  Being more proactive, making more calls, getting more referrals, adhering to the sales process, doing a better job asking questions, developing compelling reasons to buy, creating urgency, adding value, being more consultative, using your Work Style Management software, qualifying more effectively, providing better solutions and closing more effectively will solve all revenue problems in time.

We all need some good news but it's not a substitute for working harder, longer, more effectively and smarter right now, the most important competencies in these times.

(c) Copyright 2008 Dave Kurlan

Topics: sales competencies, Dave Kurlan, sales process, selling, Salesforce, sales tips, recession, generating revenue, Economy

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Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog has earned medals for the Top Sales & Marketing Blog award for eight consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave.

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