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  Selling in the Now

  There is no doubt that business development today is a whole new ball game. Buyers have changed, how we get our information has changed and pure sales training has taken a backseat to finding prospective customers. Gone are the days when sales people were invited in to educate and bring up to date information to prospective buyers. That was the era of “Want more sales, just talk to more people.” Little attention was even placed on if they were the right profile for our products. Just work harder and make it up with volume was the pathway to success.

  Today the internet has replaced the salesperson’s role as information provider. It has opened the flow of available information but has almost eliminated cold calls. It has made the do-it-yourself buyer more independent and inaccessible. The need for products and services hasn’t changed but the dependence on a salesperson surely has changed. So how do we sell today? How do we sell in the now?

  The answer is locked away in three disciplines. All are interrelated and must work in unison. The three disciplines or keys to business development and successfully “selling in the now” are:

  1. Identifying and finding the ideal customer profile for your product or service.
  2. Implementing the right strategy to drive that prospect to you.
  3. Know how to nurture that prospect through the buying cycle.

  Using this holistic methodology with an integrated plan is how to Sell in the Now. You can be the best salesperson that walked the earth however, you can’t sell to an empty chair. You can fill seats but if they are the wrong prospects and have no need for your products or services, it’s another “No Sale.” And what happens when the right prospect finds his way to your door but the sales force doesn’t have a clue how to guide today’s prospect to a close?

  This leaves us vulnerable to chasing after the latest sales idea or gimmick randomly with all the logic of, “Let’s try this.” Looking for that silver bullet that must work because it’s in fashion. We jump from one thing to another more like 4-year-olds playing soccer than an integrated team approach. We have in all of us the natural ability to uncover and execute, not a magic silver bullet, but a process to get on track and stay on track. This is where The 180 Rule for Business Development comes in.
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  The 180 Rule Summary Description

  Did you ever wonder why, when a new idea or concept is introduced, there is always an abundance of negative or discouraging feedback? Just mention an idea for a new business or a plan to move your life in a new direction and it’s as if out of the woodwork, people respond with a barrage of reasons why your new endeavor will never work. It’s almost as if they were given a preview of your thoughts and assigned a mission to put together a plan to instantly sabotage your dreams.

  The 180 Rule is a methodology that embraces this reality and puts it to work in both your business and personal lives. Commitment and engagement are achieved easily because there are no obstacles to overcome. Using the 180 Rule to achieve results actually uses our natural tendencies and abilities. Its principals are based on scientific studies of how and why we operate as humans and how we can take advantage of self-sabotaging thoughts. The 180 Rule, although simplistic in process, delivers exceptional results from the awareness of problems to successful solutions. It’s time to stop retraining and fighting our natural behaviors in an effort to be successful, but rather use that power we all have within.

  Before we dismiss this as just the product of other people’s discouraging or toxic leanings, consider that it also occurs within our own minds. Many courses of action have been abandoned within our own thinking as we ourselves create a mental list of reasons why we should just forget it and move on. Schools of positive thinking believe we should turn away from such thoughts. But what if they could be directed toward positive actions and results? Where do these thoughts originate and why are they so powerful and common in all of us. This has been the topic of scientific study that first originated back in 1948 and continues today. It is called the Negativity Bias. These studies set out to determine why, as humans, we can come up with negative thoughts with greater ease than positive ones. Is this a behavior trait that is learned during our development as we grow up or is it a natural tendency that depicts how we are wired as humans?
• About the Author
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  Rich Lucia is the original creator of the 180 Rule and has held many top level executive positions before deciding to “spread the word” to thousands of organizations. Rich gained his solid leadership foundation while in key positions at IBM, Sprint, ExxonMobil, Unisys and Wang Laboratories. In addition, his books and articles have featured the 180 Rule as a center piece for effective problem solving and leadership.

  Rich is a seasoned presenter and consultant who uses these skills to both motivate and help organizations take steps in the implementing ideas and achieving results.

  As a sales strategist, Rich focuses on how selling today is very different from selling in the past. Customers have changed, markets have changed and old techniques just don’t cut it anymore. His Selling in the Now platform points out how a holistic approach, using the 3 keys to business development successfully generates revenue today and has earned him the title of Business Development Expert.

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