Selling in a Recession.
What Works and What Doesn’t.
Most of today’s business to business sales people have never sold in an economic down turn and many of today’s business leaders have not experienced the ramifications of one either.
In this workshop Philip shares with participants the ‘extra ingredient’ to be successful in the current economy and beyond. He argues that there is more to a successful business than working harder to get new customers. He draws the comparison between M&S, the Roman Empire, The Beatles and Gerald Ratner and shows exactly how to develop the ‘extra ingredient’ of ‘Intellectual Trust’ to grow through a recession as his own business did.
This workshop will examine:
- How and why ‘If you always do what you’ve always done’ and ‘If it ain’t broke don’t fix it’ is the first step to failure.
- How and why in a downturn decisions take longer, are more often handled by committee and people look for low risk.
- Verisimilitude, the role of confidence and what to do to ensure all your relationships (both internally and externally) improve so you become more successful.
- The real meaning of ‘WIN-WIN’.
- The importance of efficacy.
A highly interactive workshop where each participant is given the opportunity to understand what ‘Intellectual Trust’ is, what ‘WIN-WIN’ means and how, as a result, to make more money in hard times. Philip speaks in a style that has been described as both ‘enlightening and entertaining’.
This workshop is also suitable for a half day retreat.