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TOPIC #7

CRISIS MANAGEMENT
The Six Secrets To Crisis Management

TITLE

“Don't Waste A Good Recession”

See Video Clip "The Answers Are Still In The Box"

1. Acknowledge there really is a global recession – things are bad. Realize your customers and co-workers really are hurting. If you sugarcoat this you lose credibility. True leaders and managers accept and acknowledge that this current world economy has caused a lot of fear and pain. Leadership and Sales 101 is aligning your emotions and empathetic understanding with the stress, pain and emotions of those whom you lead and the customers you serve. We’ve had energy induced recessions (in the 70’s gas prices went sky high with long lines at the pumps). We’ve had credit induced recessions (in the late 80’s and early 90’s with the S&L failures, banks stopped lending until a huge government bailout). We’ve had housing induced recessions (from 1983 to 1993 homes lost value and traded down). But this is the first recession in my lifetime where all three of these causes created and continue to fuel a recession all at the same time!

2. In this environment everybody must be a “Producer.” It’s all hands on deck! It’s do whatever it takes to live to fight another day! Get lean and mean, eliminate the fat from the body, trim the bells and whistles from the machine.

3. Adjust your measurement metric of success. Change the way you keep score and compensate for sales and productivity. Reset realistic goals with manageable expectations. Keep yourself motivated, knowing success breeds success. People like to do business with a winner.

4. Don’t isolate yourself. Don’t hide. If a wolf knocks at your door, invite him in and make a fur coat! If you are the leader, embrace all of your employees, especially your sales force. In down markets, it is the time to position our selves and establish our value, show our strengths and gain respect!

5. Get back to Being Brilliant At The Basics by using the 15 Principles and Methods of Influence, while avoiding the Seven Deadly Sins That Sabotage Sales!

6. Never compromise your commitment to Integrity, Service Before Self, and Excellence In All You Do.