August 2002 Track Selling Times Ask Roy
 Ask Roy
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(From April 1998 Track Selling Times)
Bill Nielson from Beaverton, OR, asks:
"There's talk of my company being bought out, with considerable downsizing. What can I do to keep my job secure?"
Roy's Answer:
"The only sure route to sales survival is for you to become a professional in the true sense of the word. Take a Track Selling Seminar, review the book "World Class Selling: The Complete Selling Process" and get coached in its techniques. Work every day to improve your skills, Bill. And if the merger goes through, even if the new owners lay you off, you'll easily get another job and flourish at it.
Rather than waiting for the ax to fall, excel at what you do through a newfound professional approach. Promote your success to management and your contribution to company growth. If they still get rid of you, it's their loss, not yours."
John Booth of Los Angeles asks, "I sell top of the line personal computers. Prospects often have three other companies after their business. Old gimmicks don't seem to work, and our prices are no better than the competition. It's harder to make a sale. What should I do?"
Roy's Answer:
Yes, it's rough out there, John. Only real professionals will survive. Become one. Instead of fretting over prices or relying on gimmicks, learn the science of selling as covered in Track Selling. What sets you above competitors is not your product or your price, but your professionalism and the quality of the service you give.
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