Take
Advantage of
This
Recession
Historically, recessions are
relatively short and they're
usually followed by long periods
of prosperity
―Most firms in our
analysis cut their
[marketing] budget in
a recession.‖
―Companies that have been looking at
marketing as an investment, and not an
expense are the ones that are going to
come out of this [recession] really,
really well.‖
This is not the time
to cut sales and
marketing!
It is well documented that
companies that increase sales
and marketing during a
recession, when competitors
are cutting back, can improve
market share and return on
investment at lower cost than
during good economic times.
John Quelch is Senior Associate Dean of Business Administration at
Harvard Business School.
― I have yet to
see any study
that proves
timidity is the
route to
success.‖
Studies consistently
have proven that
companies that have
the intelligence and
guts to maintain their
overall marketing and
advertising efforts in
times of business
downturns will get the
edge on their timid
competitors‖
.
J. Welsey Rosberg Senior VP, Meldrum & Fewsmith’s
McGraw-Hill Research analyzed 600 businesses.
Those specific companies that maintained or
increased their sales, marketing and advertising
expenditures during a recession averaged
significantly higher sales growth, both during the
recession and for the following three years, than
those that eliminated or decreased advertising.
Sales from companies that
remained aggressive during
recession enjoyed a 256% increase
in overall revenue- during the first
three years of the recovery
•You
•Your Career
•Your Success
It’s About The
Relationship Stupid!
How Soon Adults Forget
• 1 hour:
55% loss
• 9 hours:
62% loss
• 31 days:
80% loss
We tend to remember…
20% of what we hear
30% of what we see in pictures
50% of what we both hear & see
70% of what we explain to someone
―Whenever there
has been an
economic
downturn,
consumers have
kept travelling‖
only a modest decline of 1.3 percent in pleasure travel for 2009. only a modest decline of 1.3 percent in pleasure travel for 2009.
Only a 1.3 % Decline in Leisure Travel Nationwide
a modest decline of 1.3 percent in pleasure travel for 2009.
―American families are not
canceling travel…but they
are traveling closer
to home‖
GREAT NEWS FOR YOU !!!
Good News for Hampton
―We’ve concentrated on
targeting guests who will
travel 2 to 4 hours from their
home‖
This one is just a breeze
You have a specific skill
set that is in tremendous
demand now …and will
only become more
essential each year for
the foreseeable future !
$8 trillion in 2008
$15 trillion by 2018
A Loaded Question
These New ―Sales‖
CEOs Have Delivered
Great Returns !
1. Sales and Marketing
Sales Cures All !
Mark Cuban, Owner, Dallas Mavericks NBA Team
…
Your career will take off
the millisecond you
establish the reputation
of always exceeding on
your annual sales targets
75%or less
$ 20,000.00$ 8,000.00
People Pay for Performance
Sales is…
• Too
Time Consuming
• Too
• Demanding
• Too
Stressful
A
Brilliant
Move
The Average North
American Car
Sales Person …
• Works 50 hours a week
• 48 weeks a year
• Sells one car every 40 to 50
hours
• Sells 4 to 5 cars per month
• Sells 48 to 60 cars per year.
Joe Girard
• 50 hours per week
• Worked 48 weeks per
year
• Sold 1 car every 2.8
hours.
Joe Girard sold 13,001
cars during a 15-year
career. - one at a time.
• Sold an average of 867 cars
per year vs. 48-60
• He holds the World Record
for the most cars sold in one
month— 174, approximately
one car every 1.2 hours
―The rest of us
seem pretty darn
sure why the best of
us are so
productive‖
College Drop Outs
Experience
Or Years Of
Service
This is Just Too Simple!
Attitude
―Attitude is not a
feeling, it is a self
induced state of mind!
In fact, it is one of the
few self imposed
blessings‖
"Our attitude
toward life
determines life's
attitude toward
us"
―Your attitude right
now - is only as
positive as you
decide it will be‖
They will know to the last
dime what their 2009 sales
targets are and they have
every intention of not only
hitting those goals …. but
exceeding them !
If they do not find the
circumstances easily
accessible for success
….they will create their
own.
No questions asked!
Jason
http://www.youtube.com/watch?v=1fw1CcxCUgg
― 80% of Your
Success Comes
From Attitude And
Only 20% From
Aptitude‖
― Selling the exact
same product at the
exact prices in the
exact same markets
‖
The only
difference
between the two
groups was in
their attitudes
People are always blaming their
circumstances on their on their
lack of success.
________________
The people who get on in this
world are the people who get up
…and look for the circumstances
they want …
And, if they can’t find them, make
them.
______________________
Start thinking
and acting like
the person you
want to become.
―How would the
person I’d like to
be, do the things
I’m about to do?"
― The number one problem that
keeps people from winning in
North America is a lack in belief
in themselves‖… A.L. Williams
If you don't
program your
success, your
life will
program you.
Sometimes you have
believe in their
vision until your
attitude catches up.
Hire For
Attitude
First
74%
Infectious attitude
PMMFI
Unwavering
Bias For
Action
Ready – Fire - Aim
They have an
unrelenting focus
on doing things
that produce
revenue!
"The critical ingredient is
getting off your butt and doing
something. It's as simple as
that.
A lot of people have ideas,
but there are few who decide to
do something about them now.
Not tomorrow. Not next week.
But today! "
53 vs 8
Double Your
Sales
Performance
Professional
Persistence!
You Have To Touch A New
Prospect At Least 8 to 11
Times
• 1.8 = Average
• 44% Stop After 1
• 24% Stop After 2
• 14% Stop After 3
• 12% Stop After 4
• 4% Stop After 5
― I Miss 100% Of The
Shots I Never Make‖
― What separates the
successes from the
failures is the ability to
carry on when the clients
say no.‖
SW-SW-SW-SW
Because they did
not feel appreciated.
70% of corporate
buyers would switch
vendors today if they
could find someone
more fun to do
business with.
☻
Fun = 127% More Productive
The simple act of incorporating fun
into your sales plus your employees jobs had
just been designated
as on of the best business ideas ever.
― To those of you who are never in
a hurry, who say what’s the rush.
Who believe that when it comes to
taking action that we have plenty
of time.
Well, I’ll do my best to be as polite
and delicate
as possible.‖
You are an idiot.
There is no time. There is
always a rush. You don’t
have all the time in the
world
―HURRY UP!‖
The End -Thank You !