Wednesday, March 3, 2010

How Underdogs Win Sales

So you’re not the biggest dog out there. That doesn’t mean you put your tail between your legs and go home? Do that and you are out of business, out in the parking lot with your feet sticking straight up into the air? Is that what you want? I don’t think so.

To start, get real about you and your company. You have just as much of a chance of winning that contract when you are honest with yourself as to your strengths and your weaknesses. Underdogs more often than not do win. We are quicker on or feet, can adapt to change faster and hit it harder! When you understand your weaknesses and play to your strengths, you have a better than 50/50 shot at beating the big dogs.

Second go where they’re not. Even the big dog can’t be everywhere. You can succeed by going where the competition isn’t. It might be they are afraid to call fortune 500 companies; it may be that they don’t think small businesses are worth the effort or that small business is beneath their status. Find it and you might have an open untapped market!

Lastly, get over it. Underdogs are the innovators of the world. We question assumptions and tired over used ideas the big dogs take for granted. We have a culture of change, not for changes sake but for the betterment of ourselves and our companies.

Larson Notes & Satire: “We the willing, lead by the unknowing, are dong the impossible for the ungrateful. We have done so much, for so long, with so little, we are now qualified to do anything with nothing.”

Does that sound like you and your sales efforts?

My thought of the day today was the Nike slogan, “Just Do It” Oh how true it is, don’t sit there crying in your soup. Get up and take charge of your life. Go the distance. Run the race of your life whatever it is. What makes you the best at who you are? Don’t work from your points of weakness but go on and work from strength to strength.

Is sales war, then go to victory to victory. Is it a race, then run to win. Put it all out there and leave nothing in the tank when you are done. In the sales game 2nd place means nothing.

Howard Larson
Larson & Associates
Target Marketing & Telesales Professionals for new account acquisition
Making good businesses great and great businesses even better

P.S. We make telesales for small business affordable by offering programs down to only 15 hours a week. Maybe you could add telesales into your marketing mix call today and find out.

P.P.S. An American Company, marketing American Companies! Call or email to get an appointment to pick my brain (a $125.00 value) for 30 minutes.

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