Sunday's New York Times (August 23, 2009) ran an article apropos to this blog, and I thought you might want to check it out. The title is "Unemployment can lead to entrepreneurship," with a secondary title of "On to Plan B: Starting a Business."
In Part #1 of this series on sales and business courtesies, I mentioned Mr. Latham Jones and his respect for a sales person who followed through on a promise even though there was no direct benefit to him.
Seems to me there's too much emphasis these days on "social networking" as a business-building tool. Not just Facebook and Twitter and all of those ways of getting your name out, but the plain old networking--- going to civic clubs and business expos and handing out your business card.
All of that is well and good (provided it doesn't take over your life, as I'm hearing about some of the online social networkers/addicts).
But it's not enough to have your name out there and recognizable: even more important is to have a GOOD name, one that carries a positive aura. We'll be focusing on that issue in this and the next item in this series.
"Want a recession-proof job? Think direct sales" --- that was the front-page above-the-fold cover story in USA Today a while back. Seemed a story that really should be touched in this blog, so I clipped it and put it in a file . . . and, as you may have guessed, forgot.
Several case studies of laid-off workers who have either reinvented themselves, or taken advantage of career retraining programs. Among the stories, a former auto-worker who retrained as an intensive care nurse, a Wall Street financial whiz training to be certified as a math teacher, and a real-estate broker moving into computer network administrator.
25 tutorials, plus checklists and worksheets. A larger, more detailed how-to guide that covers all aspects from defining the product in terms that will click with prospects' needs; through finding and getting through to key prospects with buying authority; using a consultative selling approach to develop awareness of needs; closing for the order; responding to objections and questions; when and how to provide proof such as demonstrations, formal presentations, and free trials.
Designed for use both individually as well as in classroom/ sales team settings. An accompanying Sales Manager/Instructor Guide will be available soon.