A executive sales training presentation designed exclusively for the members of the Hampton Roads Convention & Visitors Bureau by Bill Todd, www.BTodd.com
6. ―Most firms in our
―Companies that have been looking at
marketing as an investment, and not an
analysis cut their
expense are the ones that are going to
[marketing] budget in
come out of this [recession] really,
a recession.‖
really well.‖
7.
8. It is well documented that
companies that increase sales
and marketing during a
recession, when competitors
are cutting back, can improve
This is not the time
market share and return on
to cut sales and
investment at lower cost than
during good economic times.
marketing!
John Quelch is Senior Associate Dean of Business Administration at
Harvard Business School.
9. Studies consistently
― have proven that
I have yet to
companies that have
see any study
the intelligence and
that proves
guts to maintain their
timidity is the
overall marketing and
advertising efforts in
route to
times of business
success.‖
downturns will get the
edge on their timid
competitors‖
.
J. Welsey Rosberg Senior VP, Meldrum & Fewsmith’s
10. McGraw-Hill Research analyzed 600 businesses.
Sales from companies that or
Those specific companies that maintained
remained aggressive during
increased their sales, marketing and advertising
recession higher sales growth, bothincrease
enjoyed a 256% during the
expenditures during a recession averaged
significantly
in overall revenue- during years,first
recession and for the following three the than
those that eliminatedof decreased advertising.
three years or the recovery
26. How Soon Adults Forget
• 1 hour:
55% loss
• 9 hours:
62% loss
• 31 days:
80% loss
27. 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
28.
29.
30. ―Whenever there
has been an
economic
downturn,
consumers have
kept travelling‖
31. a modest decline of 1.3 percent in pleasure travel for 2009.
only a modest decline of 1.3 percent in pleasure travel for 2
Only a 1.3 % Decline in Leisure Travel Nationwide
67. 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.
68. Joe Girard
• 50 hours per week
• Worked 48 weeks per
year
• Sold 1 car every 2.8
hours.
69. 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
70.
71.
72.
73. ―The rest of us
seem pretty darn
sure why the best of
us are so
productive‖
91. 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 !
92. If they do not find the
circumstances easily
accessible for success
….they will create their
own.
No questions asked!
95. ― 80% of Your
Success Comes
From Attitude And
Only 20% From
Aptitude‖
96. ― Selling the exact
same product at the
exact prices in the
exact same markets
‖
97.
98. The only
difference
between the two
groups was in
their attitudes
99. 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.
______________________
123. 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!
128. 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
•
150. 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.
151.
152.
153. ― 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.‖
154. 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!‖