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Monday, 6 June 2016

Brexit or Remain ? Mind your own business !

Back in the day, sales professionals were advised to avoid conversations with clients around topics like religion, politics and such like. Such subjects were likely to expose extremely held views and create a conversational climate unlikely to promote a helpful atmosphere of carrying out trade.


Across the beautiful River Itchen
( or perhaps might have well been

 the English  Channel
 in this house owner's view)
 in Winchester, Hampshire yesterday
The long campaign for the EU referendum has led to many angry arguments in the social environment  ( if dinner parties I have attended of late are to go by) let alone in the business arena.

I have met a number of folk of late who work for large multi-national organisations. They have taken out time to 'guide' their employees ( for the good of the firm) which way they should vote. Such guidance is not much appreciated by Brits and could lead to a bolshie  reaction .

Whichever way the country votes , one thing is for sure - if salespeople have not taken any proactive action already,  they will need to do so - one way or the other . 

For after June 23rd there can be no further treading water !

This is because the referendum is not just about us as individuals- but it's our customers and their customers, it is about our direct and indirect competition, it is about what to do in financial conditions in the short , medium and long term.


Contrary to the implications of spokespeople for both Brexiters and Remainers  or the bickering of blue-on-blue action-  no sales happen automatically in business. 

Nothing in business really happens before a sale is made. Buyers will still need to be persuaded. Negotiations will need active participants. Nothing in business sells itself-No product or service. Nor is selling and buying purely a rational logical undertaking.


Some may think There is not much emotion in business but there is a lot of business in emotion - that is why both sides have exploited ( perhaps over exploited) FUD - Fear , Uncertainty and Doubt in their campaign communications)

Salespeople need to concentrate on three action areas.

These are
  1. Protection
  2. Expansion 
  3. Development
1. You  need to protect your existing customer base. You will need to determine what effect in or out will have on their business, their customers, their competition

2. You will have to see where growth within your existing customer base will need to be achieved.

3. What NEW customers will need to be developed. Will new distributor lines be needed? Will the supply chain need to be altered ?

Directly after June 23rd , few other actions will be relevant.  




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