Overcome Sales Challenges Using this 8-Step System

Years of economic muddle!

That was the title on a seminar brochure I received recently. As I survey some of the forces flowing through our economy and witness the way in which they impact my clients, I have to agree.

Unfortunately, these forces have brought a cloud of confusion to service professionals trying to grow their businesses.

One common response to this confusion is what I call "popcorn." Imagine kernels of popcorn simmering in hot oil in the bottom of an old-fashioned popcorn popper. As the heat rises, one of the kernels explodes rocketing against the side of the popper. Moments later, another kernel explodes and shoots off in another direction. Before long, the canister is full of careening kernels bouncing in every direction.

That's how many service professionals attempt to increase sales when they start feeling economic pressure. As the heat of the situation rises, they know they have to do something. Along comes a good idea and, pop, like a kernel of exploding popcorn, they lunge at the idea.