Recent Articles From EvanCarmichael.com http://www.evancarmichael.com/ http://www.evancarmichael.com/Sales/3554/Cant-Touch-dis.html http://www.evancarmichael.com/Sales/3554/Cant-Touch-dis.html Every so often I run into a challenge so daunting that there is no place to hide. I was recently hired to develop a fairly simplistic pilot program that could easily be exportable to other areas of the country. http://www.evancarmichael.com/Sales/3554/Talkin-Trash.html http://www.evancarmichael.com/Sales/3554/Talkin-Trash.html Anyone who has read any of my “vignettes knows how critical I have become of everyday “customer service”. Here’s a different spin on the mundane. Every so often you have an experience so memorable that you can’t help but tell everyone about it; something that will stick with you your entire life, or at least the near term. http://www.evancarmichael.com/Sales/3554/Ready-to-Grow-Again.html http://www.evancarmichael.com/Sales/3554/Ready-to-Grow-Again.html As I have predicted in a number of my previous articles, prosperity is right around the corner, and for some of you it may already be here. I have been preaching that business needed to prepare themselves for the rebound and if you haven’t it isn’t too late. The bad news came with a big sucking sound. Like the aftermath of a devastating tornado many of you have poked your head out from the rubble only to find yourself alive and somewhat well. http://www.evancarmichael.com/Sales/3554/Trade-Shows-Versus-Afraid-Shows.html http://www.evancarmichael.com/Sales/3554/Trade-Shows-Versus-Afraid-Shows.html What is your level of participation in your industry’s trade shows? Either you work for a company who writes the check and controls the exhibit, do you send a few representatives of your sales staff to “work the floor”, or do you send your sales staff to “attend” the show, learn and observe? Regardless, your team members will require a specific skill set in order to perform effectively at the show. http://www.evancarmichael.com/Sales/3554/Gather-Your-Own-Information.html http://www.evancarmichael.com/Sales/3554/Gather-Your-Own-Information.html We have become a society terrorized by information overload. There are no longer any mysteries in our surroundings. We are kept aware of everything at the speed of 24 hour news, internet sites, breaking news, severe weather, along with the minutiae of the subtle changes that occur thousands of times per day. Everything in real time. It’s George Orwell's 1984 on steroids. “Big Brother “ is not only watching but he’s reporting. What we have today pales in comparison to the fear instilled in us by that classic novel. http://www.evancarmichael.com/Sales/3554/The-Best-of-TimesThe-Worst-of-Times-Part-2.html http://www.evancarmichael.com/Sales/3554/The-Best-of-TimesThe-Worst-of-Times-Part-2.html Do you get the impression that everyone is missing the point to our current economic climate (I prefer “climate” to “crisis”). All common sense solutions first identify the “root cause” of the problem. There are plenty of examples in our daily lives. Want to avoid a hangover?...DON’T drink, care to avoid lung cancer?...DON’T smoke, indigestion?...avoid spicy foods. When you go to the doctor seeking help with your cholesterol or blood pressure the doctor will prescribe medicine and a regimen of diet and exercise that will work towards solving the root cause of the problem. Why haven’t we taken the same approach to solving the root cause of our current “climate”? http://www.evancarmichael.com/Sales/3554/The-Best-of-TimesThe-Worst-of-Times.html http://www.evancarmichael.com/Sales/3554/The-Best-of-TimesThe-Worst-of-Times.html Today is March 12, 2009. I am identifying this day so you can get a perspective of where we are in the world. I don’t know about you but I am getting a little tired of what the media is exposing us to. Every statement seems to start with “during these tough times”, even commercials are getting on board with the negative jargon. Every statistic is peppered with “the worst since”, “highest since”, or “lowest since”. I question the mechanism for such quotes and who really cares? Even the weather has become “severe” weather with it’s corresponding lowest or highest recorded stats. I may regret saying this but I’m ready to hear more about Iraq, that has been pushed to the back page. http://www.evancarmichael.com/Sales/3554/Everyone-SHOULD-BE-a-Salesman.html http://www.evancarmichael.com/Sales/3554/Everyone-SHOULD-BE-a-Salesman.html In most businesses a small percentage of the staff is actually responsible for generating sales. Did you realize that you can leverage the strength of all of your employees to “sell” for your company? Sales is the life blood of any business and as sales go so goes profits. All of your employees need to understand that their job security and the viability of their company is tied to the revenue stream. http://www.evancarmichael.com/Sales/3554/Goals-Versus-Resolutions.html http://www.evancarmichael.com/Sales/3554/Goals-Versus-Resolutions.html It’s mid February and I waited to present this topic to allow all of your New Year’s resolutions to die their natural death. Are you still exercising, how about that healthy diet, did you contact those long lost friends and relatives, have you become kinder and gentler? With all of that kicked to the curb we can focus on the real meat and potatoes of change-GOAL SETTING. http://www.evancarmichael.com/Sales/3554/Creative-Avoidance.html http://www.evancarmichael.com/Sales/3554/Creative-Avoidance.html How many of you procrastinate when it comes to contacting leads, calling customers, prospecting, or following up? Have I hit a nerve? You are not alone, it is in our nature to avoid confrontation because of our fear of rejection. Our primary job as salespeople is to attack that fear head on and convert “NO’s” into “YES’s”.