Jul 22 2010
How Do To Sell More and Better Charge
How Do To Sell More and Better Charge - As you know from experience, the “market stability”, is a concept that has to set aside. In the global economy today, the CRISIS IS A PERMANENT STATE AND CONTINUOUS, and in this new economy, the fall or the rebound of a company, country or the bag, reflected in other immediately, that is why we think “to my Company or Business you cannot occur that,” may be with security painfully unreal.
In this new SITUATION OF CONTINUAL CHANGES, perform actions known, such as the “traditional” bank financing for our Commercial Operations, many times it will not be possible.
The Banking, as always, fearful of situations that does not control, chooses to become a “banking exclusive”, giving money only to those who already have money. Of course there are always the loans limited for companies’ not so solvents, but with fees and interest prohibitive, which does not allow them to confront the new trend: steady decline in prices, thanks to competitors with better cost structure.
What then we must reduce to negotiate only with people and/or companies very solvents, respectful of their Purchase Orders and very punctual in their Payments?… is likely to their incomes do not cover their costs and reduce operations, it is not otherwise be allowed to grow up… and what does not grow dies
In addition may resort to actions “traditional” reduce their Volumes of Shopping and/or Stocks to the indispensable (with delays in deliveries, the anger of their customers, etc? WILDCARD Reduce personnel to a minimum operating level, staying only with the fittest and convenient to the interests of your Company (valid. But if he does as a permanent POLICY, gain much to replace pawns by bishops), eliminate gifts (assumes that today is going wrong…but what yell?), reduce investment promotional and/or advertising (with reduction of its sales and/or loss of the market that both cost him get), Restrict Appropriations (with reduction of its sales because it amounts to reduce the level of service to customers), postpone the acquisition of new Systems or new Technology (renounce to reduce costs, improve its efficiency and profitability, etc
All this and more, are things family, but at the end of the only thing that we are talking about is to reduce costs as priority objective. You would not be making the new reality work in his favor. Understand that while described may be measures bad or good, that DOES NOT generate more revenue. THE MÁYORES INCOME the supplying the reason why you have your business: to sell WELL
UNDERSTAND ALSO that if because of their higher costs, and not to lose, You are “forced” to charge more than its competitors – without a livelihood differential – and what happens if WHO BOUGHT thinks that that charged you other (its competition is so inform) or who treated him badly? He expressed their protest by such fact, not finding a better way to protest: STOP BUYING and/or POSTERGANDOLE THE DATE OF PAYMENT
TO MAKE THE NEW REALITY WORKS FOR YOU, AND SELLS MORE AND BETTER COPPER, LET’S SEE 4 ACTIONS:
1. – As you know, rapid changes affect far more to the results of a company, whose Organization meets: scarce Talents, with little or no Training, with people from low Professional and/or Technical what expected? – WITH PEOPLE well, you cannot require TRIUMPH IN THE ECONOMY OF THE CENTURY 21, which DOES NOT FORGIVE THE IMPROVISATION
2. – As the process of change in its people will not be made of a day to another, it is imperative PROTECT, optimizing its current Organization. OPTIMIZE IS Planning and Iincorporar in its people Philosophy and the action of the Total Sales. TOTAL SALES is that since the doorman until the General Manager, ALL justified his post, provided they are useful in order to serve well, with efficiency each customer with your Company. Each and every one will know, you can and want Sell Well
3.- PROTECTS AND makes it more powerful AND EFFICIENT YOUR BUSINESS, whether from the doorman until the Manager, are part of a CULTURE OF EXCHANGE, where its Commanders and THEIR PEOPLE work and are only one team. As a Team, all assume Auto Disciplined in the costs, in the hours, to fulfill the offered, to make and follow a WORK PLAN… and FULFILL
4. – PROTECTS YOUR BUSINESS, if all of its people following its EXAMPLE as a Leader, agrees to be BOLD, understood as such, the NAMELY, ACCEPT and do that in the day to day, it can and should be overcome IN themselves and hence to its Competition… only and its people what may accompany to live and enjoy the triumph today, on the hard world of the Crisis