I just read another statistic citing a slowdown in consumer spending.

This one from Publisher’s Weekly says one-third of book buyers have curtailed their purchases. What that stat doesn’t say is some people are buying more volumes.

I should know. I’m one of them.

Granted, I’m buying a combination of new and used, but the total of the dollars I’m investing is greater than last year. In fact, if the trend continues, I’ll be adding more books to my library than I have done since I was in graduate school!

Books are to me what fuel is to engines. My mind cannot run without them.

And the more I read, the greater my horsepower in terms of offering value to audiences at my keynote speeches, seminars, conferences and conventions.

I’m buying because I believe I must, it’s imperative. I’ve sold myself on the necessity of researching as much and as widely as possible.

But from my viewpoint as a marketing pro, I’ve detected that sellers as a group in Americ have become much more passive over the years. Beguiled by gurus promising easy lucre if we use “permission” selling and wait for customers to come to us, we’ve grown reactive.

The recession may be changing this habit, and I certainly hope so.

Sellers ALWAYS need to use urgency to close, to encourage prospects to buy, now. Otherwise, there is every excuse in the world to procrastinate, not the least of which is the “poor economy.”

Fat times lured us into complacency, and thank goodness, they’re gone, leaving leaner and hungrier salespeople who need equally compelling tactics..

Just what we need to build sales, create jobs, and encourage growth.

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Dr. Gary S. Goodman is a top speaker, sales, service, and negotiation consultant, attorney, TV and radio commentator and the best-selling author of 12 books. He conducts seminars and speaks at convention programs around the world. His new audio program is Nightingale-Conant’s “Crystal Clear Communication: How to Explain Anything Clearly in Speech & Writing.” His web site is: www.customersatisfaction.com and he can be contacted at gary@customersatisfaction.com.

Article Source:http://www.articlesbase.com/sales-articles/will-the-economy-restore-urgency-to-selling-1603146.html







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