In our news-dominated world, bosses are in one of three states: cowering, coasting, or charging, according to Kristin Zhivago, editor of the Revenue Journal. "You need to adjust your selling methods to match the boss' frame of mind, or your sales force will be fighting an uphill battle against avoidable resistance," Zhivago says.
Jamestown, RI (PRWEB) February 1, 2005 -- "Economists have long watched consumer confidence levels to determine the state of the economy," says Kristin Zhivago, editor of the Revenue Journal. "But my favorite indicator is something I call the 'boss confidence index.' It is the source of consumer confidence - or lack of it."
Zhivago contends that "Everyone watches the boss. If the boss is worried, they wont spend. If the boss is enthusiastically pursuing new business and going after the competition, employees see a rosy financial future. They are confident that their income is secure."
The Revenue Journal, a business-growth webletter for company owners and CEOs, describes three "boss states": cowering, coasting, and charging.
"When bosses are cowering, we are in the middle of a recession. They are risk-averse. They hold on to their cash. They take forever to make decisions," Zhivago notes.
"When they're coasting, they theyre going through the motions, but are paying more attention to other things. Occasionally they emerge from their distraction to make a decision.
"When theyre charging, they are in a 'go for it' mode. They are willing to spend money to make money. They are determined to beat the competition."
Zhivago recommends that "you need to adjust your selling methods to match the boss' frame of mind, or your sales force will be fighting an uphill battle against avoidable resistance."
The "boss confidence index" article is located at: http://www.RevenueJournal.com.
The Revenue Journal is a free webletter for company owners who want to increase their sales and are looking for practical, real-world marketing strategies and advice. It is written by Kristin Zhivago, a 35-year marketing veteran and the author of the Rivers of Revenue, a book that explains how to use the customers natural buying process to sell more successfully.
To subscribe to the Revenue Journal, sign up at: http://www.RevenueJournal.com.
For more information about Kristin Zhivago, visit: http://www.zhivago.com.
Rivers of Revenue can be found at http://www.RiversofRevenueBook.com, and Amazon.com, where it has earned a 5-star average rating from readers and reviewers.
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