Tom Goetschius Develops Sales Training For New Economy
October 8, 2009 by Perspective Magazine | Timeshare & Fractional ReviewsIt’s not business as usual anymore. Over the last 18 months, the economy has witnessed wrenching changes, re-adjustments and dramatic upheaval. Many of our long-held beliefs turned out to be deceptive and downright fraudulent. Gone is the “borrow and spend” philosophy. The bubble has burst on the prosperity we enjoyed over the last decade. This is common knowledge to the average consumer. But if you make your living as a sales professional, how do you adjust to these cultural changes?
According to Tom Goetschius, a 25-year Orlando, Florida-based consultant and trainer in the resort development industry, “We have undergone a transformational shift in consumer attitude and behavior. As consumers shake off the effects of this economic readjustment and return to the marketplace, they will be more savvy and aware, thriftier, more cautious and less trusting. What that means to sales professionals is the need for a serious paradigm shift in how the consumer is engaged and new sales practices are applied.”
Goetschius acknowledges that there are serious challenges facing sales professionals, forcing them to review traditional practices and re-examine them in light of a new economy and a newer conservative consumer. His new sales training program, “Sales Training For the New Economy,” re-establishes not only the validity of relationship selling but goes beyond to apply the principles of focusing on the customer, earning the right to continue with the sales process through empathic listening, involving the customer in the sales process and influencing them rather than trying to sell them something through persuasion.
Trust has always been the foundation of effective sales, but how can a sales person be successful when the failure of long-trusted institutions and too-good-to-be-true sales claims have made consumers more skeptical than ever? Goetschius does this by teaching skills that enable sales people to communicate a non-manipulative, non self-serving and life-enhancing approach.
“As we emerge from the recession, it is clear that the buying habits of American consumers have changed,” explained Goetschius. “Rising from the ashes is a major restructuring of consumer buying culture. Almost overnight, we have been transformed from a ‘spend society’ to a ‘save society’. A new kind of thriftiness will rule the day. How people approach a salesperson will be entirely different from the past. It will take a new breed of sales professional, selling any product or service, to be successful in the New Economy.”
For further information: Contact TomGoetschius@aol.com
Or go to www.tomgassociates.com
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