economic downturn leading & selling strategies

Turnkey Training (P) Ltd.

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CDigestEO’s



When the going got tough!

The tough got tougher!!



Leading & Selling

Strategies

During Downturn



84% Strongly Agree Say “the economic crisis has made people re-evaluate a lot of things 62% Strongly Agree Say “in the long term

this may actually be a good thing, it re-grounds us and makes us focus on what is most important

Value Shift in Management Think Tank post coming to terms with current crisis

78% Strongly Agree Say “there s a positive feeling that goes with focusing on the things that matter most in life

63% Strongly Agree Say “the new realities that we all are facing may actually be good for people’s values

Source : Research conducted by Turnkey Training (P) Ltd.



The new style of

LEADERSHIP



ToInclusivity (it takes a village) Democracy everyone plays an integral role Think about othersConsider the impact of your actions on othersTake responsibility for your actionsStrengthen your weaknessesAdmit, recognize and acknowledge weaknessesWork to shore up any weakness

FromExclusivity (a few lone stars at the top) Authoritarianism A select few are integral to achieving success Think only of yourselfOnly care about your own success, even at the expense of othersPass the buck Overplay your strengthsDeny or ignore your weakness Exploit your strengths to overcompensate for any weakness

The new style of

LEADERSHIP



InSustainabilityDelayed gratificationConsider the long-term and wider impact of one’s decision Human capitalMeasure success by intellectual capital TransparencyEmpower everyone by providing everyone with access to information

OutDisposabilityImmediate gratificationConsider only the short term needOutcomePlanned obsolescence Asset capital measure success by material gains SecrecyLimit power by confining the dissemination of information to a select few

The new style of

LEADERSHIP



NewLiteracy make information simple Straightforward and easy to understandEnsure people are knowledgeable and able to make well-informed decisions Listening Pay attention to othersTwo-way communicating

OldIlliteracyMake information complexEmploying jargon and unfamiliar languageKeep people ill-informedUnknowledgeable and incapable of making good decisions Talking wantOne-way communicating

The new style of

LEADERSHIP



Value Shift in Consumer Mindpost coming to terms with current crisis

75% Strongly Agree Say - Got less patience for companies that are not clear and helpful.

79% Strongly Agree Say “going forward, keeping a long term view will be critical

69% Strongly Agree Say “transparency, honesty, and integrity matter the most going forward

Source : Research conducted by Turnkey Training (P) Ltd.



The current reality bites

Sellers are stereotyped Sellers are greedy, poor listenerSelf oriented

They did not get here overnight, it was…

Built with bricks of incompetence and mortar of false promises

The new style of

Salesmanship

There is an invisible barrier between Buyer & Seller

Trust Deficit Broken Trust



The new style of

Salesmanship ‘Garry Kinder’ in one of the section of a module

‘Selling Right’ speaks about

‘Why do people buy from a particular source & then keep on buying’.

He says, they buy because

They Like YouTrust You

Finds an Owner BenefitAnd Assisted by the You

So simple yet so difficult……….

If trust is broken the following doesn’t matter

ExpertiseFeature Low price Process



Owners Benefit

Trust You

Like You

Assisted by You

Seen frequently, Dress alike, Talk the language, Carry culture, Mirror behavior, Exhibit Integrity & Capability

Talk straight, Demonstrate respect, Create transparency, Confront reality, Clarify expectation, Practice accountability, Listen first & Keep commitment

Find the need, Create want & Build desire

Become assistant buyer, Be unbiased, Show pro’s & con’s Give suggestion & recommendation

The new style of

Salesmanship



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