In, business when the going gets tough one always encounters less working capital, less customers, less production, less profit and so on sales training.
How do you convert this situation of “LESS” into “MORE”?
The problem of “Less Customers” can be countered by making More no of sales calls. (MNOC = Min no of calls per day)
The situation of “Less Production” can be looked as “More Working Capital” because less money will be blocked in work in progress sales strategy.
The quandary of “Less Profit” can be discussed as “More Contribution Analysis / Sale” rather than incremental gross billing with depleting bottom lines.
Business Strategists sales consultant must have this soft skill in their DNA failing which they will be forced to crib and complain on so many “Less” that they will never get an opportunity to talk about “More” ever.