PLEASE NOTE: These are not economic predictions. They are based on
my personal observation and first-hand knowledge of sales forces
across the United States their present situation, and their future
hope based on market conditions and readiness.
And please DO NOT COMPARE YOURSELVES. Rather ask yourselves: Am I
ready to win more based on these predictions and challenges?
1. PREDICTION: More business will be available as the
economy begins to surge and the elections become a
reality.CHALLENGE: Are you ready for an
increase in business, not just with product and inventory ability
but with better attitude, mood, friendliness, and morale of the
2. PREDICITON: There will be pricing challenges even in the
wake of greater business. CHALLENGE: Now is the time for
PROFIT. You have left too much money on the table for the past two
years. Create a better value proposition, and use it rather than
having to justify (and perhaps lower) your price.
3. PREDICITON: There will be an emphasis on 3rd party
purchasers and buying groups in order to leverage pricing.
CHALLENGE: Build value-based relationships that the customer would
lose out on if they joined the group. Get testimonials from
customers that decided not to participate.
4. PREDICITION: Full participation in business social media
is no longer an option for your company. CHALLENGE:
Counsel your counsel and determine what you CAN do. Do that as fast
as you can. Your plan must include all forms of business social
media, and interaction with customers one-on-one. Need examples?
There are plenty of them online right now. One of them may even be
5. PREDICITION: Full participation in business social media
is no longer an option for you personally. CHALLENGE: Set
up a business Facebook page where people can Like you and invite
all your customers to begin to comment on your products, service,
and impact of ownership or service provided. Your LinkedIn
connections must exceed 501 and you must have at least 10
recommendations. This makes your image look powerful, structured,
and reputable. Twitter must attract 500 followers, and you must
tweet twice a day. Your YouTube channel must have at least 10
testimonial videos that use the most searchable words in your
business category. Your blog is the real-world outlet for yourself
and your customers make it valuable and interact with customers
6. PREDICITON: Your personal reputation and brand will play
a greater role in getting a sales meeting and getting a favorable
decision. CHALLENGE: Google yourself to establish your
base in January. Then take WEEKLY actions to enhance your status.
Get testimonials. Volunteer for charity. Speak in public. Post on
your blog. Get others to praise you. And build your reputation one
action item, and one good deed, at a time.
7. PREDICITION: You will need to be able to differentiate
yourself from the competition (in the mind of your customer) to be
greater than ever. CHALLENGE: Begin by asking yourself and
your present customers what differentiates you from your
competition. Then take actions to widen the gap. HINT: The ordinary
things are a great start. Use Ace of Sales emails (www.aceofsales.com) to begin the
8. PREDICTION: Your company will finally (after three
years) begin to provide sales training. CHALLENGE: Is the
training relevant? Is the training acceptable to your sales team?
Is the trainer acceptable to your sales team? Does the training
incorporate the voice of your customers? Is the training working?
9. PREDICITION: You will lose more than one sale to an
inferior competitor. CHALLENGE: Find out why and fix it.
HINT: It aint price!
10. PREDICITION: More face-to-face meetings will be
necessary to build relationships, or you will become vulnerable to
the competition. CHALLENGE: Double your existing
face-to-face meetings from last year, and double your networking
11. PREDICITION: Breakfast will be the new lunch.
CHALLENGE: Your connections, relationships, and even your prospects
are crunched for time. The two-hour lunch will wane. An early
morning, 30-minute meeting over coffee will net more and better
results. Set a goal of three breakfasts a week.
12. PREDICITION: Your sales plan/goal/quota/numbers will be
much more attainable. CHALLENGE: The business is out there
for you to earn. Your perceived value, your perceived difference,
and your reputation will determine your numbers way more that your
12.5 PREDICITION: Your personal dedication or rededication
to excellence will reach new heights. CHALLENGE: Allocate
three hours a day to YOU. Allocate an hour for social media and
personal branding. Allocate an hour for customer interaction. And
allocate an hour for reading and study. You will have to allocate
more time for personal development and training because the new
challenges require new knowledge.
If youre looking for a game plan, if youre looking for a success
plan, Ive just given you one that will make 2012 more than you
could hope for. All you have to do is WORK HARD.
Jeffrey Gitomer is the author of The Sales Bible, Customer
Satisfaction is Worthless Customer Loyalty is Priceless, The Little
Red Book of Selling, The Little Red Book of Sales Answers, The
Little Black Book of Connections, The Little Gold Book of YES!
Attitude, The Little Green Book of Getting Your Way, The Little
Platinum Book of Cha-Ching, The Little Teal Book of Trust, The
Little Book of Leadership, and Social BOOM! His website, www.gitomer.com, will lead you to more
information about training and seminars, or email him personally:
2011 All Rights Reserved - Dont even think about reproducing this
document without written permission from Jeffrey H. Gitomer and Buy
Gitomer . 704/333-1112