Some sales people and sales organisations use the excuse that they are not reaching their targets due to the economy, personally I believe that is a copout and they are not taking any self-responsibility for their own performance issues. I was recently speaking to a “sales director” who said they had a reasonable number of clients coming to their showroom however “nobody is buying” because of the economy. He seemed a little miffed when I said “perhaps nobody’s selling well!” It’s not that hard to hit sales quota in a booming economy with double digit market returns. In a booming economy an average rep could do o.k., a good rep could prosper. Good is no longer good enough, you need to be highly skilled in sales skills, sales processes, sales activity, sales strategies and have excellent mind mastery. If you master these skills really well you will prosper in any economy. Individuals/companies will still purchase goods/services no matter what the economy is doing. Their purchasing style will change so we need to change if we wish to prosper.
I’m a realist and appreciate the world economy has changed and the market place is more chaotic. I appreciate bankruptcies are up and there are sales people out there who are struggling. There will be a cleaning out of sales people/ sales organisations however the ones left standing will be those that have moved with the times. These people will have all the necessary skills in place for the current market. Just like any other previous “more challenging economy” there will always be organisations and individuals that will excel, your choice!
I’ve always believed that no matter how good the economy is we have to have the correct “Mind Set” to be a super star sales person. In a more challenging economy its imperative we have these skills to survive. Let’s firstly put the “economy” into perspective; I find it amusing when people say there is “no money out there”, more like “no money for you”! Boom times and recessionary (Australia isn’t in one!) times are statistical terms used by economists to describe the Enormous flow of capital and growth in this wealthy nation of ours. Don’t freak out when you hear these terms. Let’s use an analogy to put a “a more challenging economy” into perspective. A Bullet train in Japan is barrelling down the tracks at speeds of in excess of 300kph, nothing can stop it. It is being fuelled by its own energy source. Let’s say it slows down to 270kph for a while before it goes back to 3ookph. Slowing the Bullet train down to 270kph isn’t going to derail it. There’s no cause to panic. It’s still a powerful train travelling at an incredibly high speed. It’s still a force to be reckoned with. The same can be said of our economy. Any economy as diverse and abundant as ours that has a slight slow-down is still pumping incredible amounts of money into the system. Let’s look at some facts to put the above into perspective: Source Reuters by Wayne Cole Posted 3/6/2013 9:45 Est. Extracts: “Australia's annual growth of 3.1 percent compared with 1.6 percent in the United States and 1.1 percent in Canada. The UK eked out growth of just 0.25 percent last quarter, while the EU economy contracted by 0.9 percent.” …. “Output for the 12 months to December was worth A$1.5 trillion in current dollars, or about A$64,700 ($66,200) for each of Australia's 22.8 million people. That compares with per capita GDP in the United States of $50,300. Australia passed Spain as the world's 12th largest economy last year, not bad for a country that is 52nd on the league table by population.” We should all be truly grateful that we are in the Australian economy which is the envy of so many other country’s.
It’s certainly okay to be aware of what’s going on in the economy, however those who remain positive and utilise other necessary skills needed for today’s business environment will be the ones who soar above their competitors. What I do each day is scan the business headlines online and only click on the link to read more on the ones that have a positive spin. I then take a screen shot of that article and add it to my “positive economy story’s” file. Each time I add one onto the word document I quickly scan the headings of all the articles. Many years ago when I was working in a “ real recessionary economy” I would cut out the “positive” articles and leave them on my desk in an obvious place so my customers could not help but notice them and it also was a constant reminder for myself that the “train” hadn’t derailed. At this time I was managing a business that sold very expensive, luxury items in Sydney and we did increase our market share and sales revenue substantially.
“Yep that all sounds good Andrew however I deal in high price ticket items and nobody’s spending in that area.” Really! “Luxury British carmaker Rolls Royce said its sales rose in 2012 despite global economic uncertainty to hit a new record” Reported by AAP Friday January 11, 2013.
“BMW says it achieved a new sales record in 2012” Reported by AAP January 10th, 2013
“Volkswagen says net profit is up 40%” Reported by AAP Saturday February 23. 2013
“Sure that’s great Andrew however what about big ticket items being sold in Australia, not global stats?
“Building approvals rose 2.9% in November “In the year to November, building approvals were up 13.2 %, the Australian Bureau of Statistics (ABS) Said on Thursday” Reported by AAP January 10th 2013 (see big ticket item below as well)
“Yeah Andrew I however sell a product that people don’t have on their shopping list in a tighter economy.” “Sales of new vehicles rose in December to cap of the strongest year on record, a sign consumers are still ready to splash out on big ticket items.” “Figures from the Australian Bureau of Statistics on Wednesday showed new vehicles rose 22% in December” “a hefty 17.9 % higher than in December 2011” Source: SMH.COM.au January 14,2013
“Sales of New Vehicles were up 11.3 % in January compared to the same time in 2012. Released by the Federal Chamber of Automotive Industries (FCAI)” Reported by AAP Tuesday, February 5th, 2013
“Air Asia profits soars, bullish on outlook” “ it’s fourth quarter profit has jumped 168 per cent year- on –year amid increased passengers” Reported by AAP Wednesday, February 2013
“That’s all good Andrew however I believe sales are affected more by larger overseas economies!”
“ U.S. new home sales jump to highest in 4.5 years” ”The Commerce Department said Tuesday that new home sales rose nearly 16% in January ” “The percentage increase was the largest in nearly 20 years.” Reported by AAP Wednesday February 27th 2013
“U.S. jobless rate falls to 2008 level” Reported by AAP Saturday March 9th, 2013
“Yeah but what about the mining sector in Australia though Andrew?”
‘Alkane Resources (minerals explorer) shares up almost 17%” Reported by AAP Monday, February 11, 2013
“Seven Group defies mining downturn” Reported by AAP Tuesday February 2013
“Mining Investment still booming” “With an increase in capital spending 2013/14” Reported by AAP February 28th, 2013
“Yeah but I sell real discretionary spending products’/services though Andrew!”
‘Aussies save for travel, holidays survey’ Reported by AAP Monday, April 2013
‘Royal Caribbean profit sails high’ ‘The world’s second largest cruise line, posted a 62 % jump in first quarter profit.’ Reported by AAP Friday
“ Qantas nearly triples profit” Reported by AAP Wednesday February 20, 2013
“Yep but what about the general Australian Economy Andrew?”
“Consumer confidence Rises” “Consumer confidence has surged to its highest levels in two years after rising for the third time this year” Yahoo 7 Finance By Mike King | The Motley Fool Australia – Wed, Mar 13, 2013 12:49 PM AEDT
That’s all great, but what about Chinas economy?
“China auto-sales rise in Jan-Feb” “Auto-sales in China, the world’s top car market, rose in the first two months of the year, an industry group says, indicating strong demands” Reported by AAP Monday March 11,2013
“Germanys Volkswagen said its car sales increased 17.4% in January, supported by strong sales in China” Reported by AAP Tuesday February 12.2013
“Still don’t know if I’m convinced Andrew”
“Inflation is under control, unemployment is low, the economy is growing at a 'normal' pace and our government deficit and debt levels are low compared with other advanced nations," “To top it all off, Australia hasn't experienced a recession in 21 years." said Craig James, chief economist at CommSec. Reuters | By Wayne Cole Posted: 03/06/2013 9:45 am EST
“Super Retail Group profit up 73.5%” Reported by AAP Wednesday February 20, 2013
‘Yep Andrew all that’s good however I can still find more negative articles than your positive ones, so what have you got to day about that?’
“ That’s great Bob, why don’t you get as many of those negative articles as you can, gather as many like-minded people, sit down read them all, get depressed, go broke and don’t speak to me because I’m only speaking to the winners who are taking yours and your like-minded associates customers. It’s all a choice Bob”
We have to learn to keep all this talk of the economy in perspective, when you are being bombarded with negativity. There’s plenty of money and opportunity out there for people with the right “Mind Set” correct sales activity and “Skill Set”. Let your competitors freak out over the statistical terms that the media /economists bombard you with and let them create their own self for filling prophecy by letting it get to them. This is why the timing has never been better for you to dominate your market while your competitors lose focus on what needs to be done in a market that has changed, go out there and get their market share!
