The Same Old Recipe!
By Adam
Radzik
Marketing & Sales Coach
The recession has brought with it a panorama of difficulties and has created an extremely challenging environment for businesses worldwide. Unfortunately, many businesses have not significantly changed their modus operandi.
 Those businesses that wish to survive will have to upgrade the quality of the product or the service that they are presenting to the public. Clients and customers have learned that a recession provides the opportunity to be picky, even superpicky. They are taking advantage of current opportunities, being very careful about where they spend their money and looking to purchase the very best quality at attractive prices. Companies that are producing at prerecession levels of quality put themselves in a very endangered position and threaten their very survival.
Those businesses that wish to survive will have to become more imaginative, creative and innovative than they have ever been in the past. Staying ahead of their competitors and making themselves the vendor of choice will require that companies do things differently, think out of the box and take a fresh look at how they interact with their customers. This includes becoming more valuable, more accessible and more user-friendly and offering additional benefits that their competitors have not even begun to think about. As we have become comfortable in our familiar behavioral patterns, we find change to be unsettling and stressful. We must overcome that obstacle if we wish to survive these dangerous economic times.
Those businesses that wish to survive will have to ask a lot more from their employees. Those managers who still accept the nine-to-five workday do not understand the degree of threat that is facing their companies. The normal eight-hour day is barely enough to get the regular daily tasks done, never mind the planning, strategizing, retraining or implementing of changes that will make the company more competitive going forward.
The basic unit of business effort is the workday. In a period of extended recession, it is ludicrous to believe that the same amount of effort will somehow be enough to overcome economic conditions that have worsened by more than 20 percent. Workdays should be lengthened, and working one day per weekend should become routine for those businesses that wish to survive the recession.
This is a time when extended effort is an absolute requirement.
Those businesses that wish to survive will have to improve their marketing and sales skills dramatically. Identification of the best targets, development of powerful competitive edges, creation of a compelling sales script, overcoming objections, strengthening the Web site, and increasing the amount of effort devoted to selling and to training salespeople are necessary in order to survive a stormy recession.
Finally, as of the writing of this newsletter, 120 banks in the United States have gone under. More are well on their way. This is a recession that must be taken very seriously.
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Excerpt from CD Set: Quick Advice on Improving Our Relationships
Rules without consequences are not rules.
The purpose of any rule is to motivate us either to do or to not do something. Where is the motivation if nothing happens when the rule is broken?
The governments of all countries in the world share one rule in common: The individual citizen must pay taxes. If nothing happened when taxes were not paid, who would worry about paying taxes?
I sometimes humorously remark to my clients that I would like to drive my car at ninety miles per hour down Fifth Avenue in New York City, but the problem is those pesky police, who give out very expensive tickets. So they prevent me from enjoying my speedy joyride.
What motivation would a financial executive have not to distort his numbers to his/her own advantage? A prison term is a fairly strong motivation.
In my consulting, I often hear the client say, thumping on the table, “But I did make rules!”
“And what were the consequences when he broke those rules?” I inquire, and there is no reply.
Finally, she says, “There aren’t any consequences!”
I reply, “If there aren’t any consequences, then there aren’t any rules, and if there are no rules, he will be able to do whatever he wants and life will be hell.”
Comedy Corner
NOTICE TO ALL EMPLOYEES:
Due to increased competition, escalating costs and our keen desire to stay in business, management has deemed it necessary to make a change to your terms of employment.
It will now be compulsory to do something called work in between tea breaks, coffee breaks, smoking breaks, lunch breaks, toilet breaks, etc.
Management intends to call this THE WORK BREAK.
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Most often it is the gentle and respectful approach that evokes the most favorable response. |
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» Print this quote
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One of my business rules is that the business wind is always blowing somewhere on the lake; this concept points to the idea that there is always business activity, but we might need to go to a different part of the lake in order to find it. In prosperous times there is business in growth, in merger and in acquisition. In a recession, commerce endures, but it is found in different products and services. Businesses find themselves needing to retreat, and this may mean restructuring, rethinking, retooling and remodeling. Put on your creative thinking cap and try to devise ways in which your company can assist businesses in dealing with their current reality. You will be surprised at what you discover!
I have been a sales coach for 27 years, and I am telling you: There is gold in them thar hills! |
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It’s here! The four-CD set “Quick Advice on Improving Our Relationships” by Adam Radzik.
Chapters include:
Partner Management – 33 principles
Partner Trust – 16 principles
Partner Expectations – 15 principles
Partner Barter – 10 principles
Partner Compatibility – 15 principles
Partner Commitment – 6 principles
Partner Communication – 27 principles
Partner Character – 9 principles
Partner Equality – 14 principles
Positive Partners – 31 principles
Negative Partners – 29 principles
Partner Conflict – 29 principles
Partner Evaluation – 13 principles
How to Treat Me
The four-CD set costs $59.95, including sales tax, shipping and handling. Please make out the check to Life Improvement Press, and mail it to 23 North Wyoming Avenue, South Orange, New Jersey 07079. Please allow 2-3 weeks for delivery. |
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| “Mr. Radzik, the stock market has been climbing all week and”... |
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