Over the next hill

All of us are faced with a down market and an up supply no matter what we're selling. The last two decades of expansion, mobilization, radical technologies, the personalization of merchandising and a more sophisticated buying culture have brought us to an unprecedented level of product and service provision.
We offer one another more choices, faster delivery, more flexible terms and a depth of options unparalleled in our history. Look within your own industry. From law to consumer goods, have you ever witnessed the proliferation of specialization and innovation?
With our shelves, and warehouses full of consumer choices, consumers find themselves unable to buy. Restricted credit, limited cash, diminished equities, and the agony of a terribly uncertain future add up to consumer frustration. Just as the abundance of innovation has arrived, we are kept from acquiring it.
Sales professionals are trained to help buyers get pasted their objections by directing them to the ultimate core benefit of the product or service they are offering. But how do we satisfy an objection that is the size and nature of the culture within which we all live. The answer is, we have to redefine the problem.
We must see that our problem is not our problem. Our problem is that we think our problem is our problem and we must change that thought. We must focus on what is ahead; where our buyers will be within the next three to five years. Like being at the bottom of a big hill we are about to climb, we must focus on what we imagine is waiting for us just beyond.
As an example, our company now offers SMS text messaging to our clients who want to create a special relationship channel with their customers. One of these clients is a realtor who looks at those people now between twenty-five and thirty years old and knows that they are the next first-time home buyers. He also knows that they rely on text messaging, Facebook and web sites to stay connected and make buying decisions. He is looking beyond the current down market. We are helping capture these new buyers and prepare for what lies ahead.
Yes, we have a mountain of opportunity in front of us. As you adjust costs and inventories to maintain balance in the current culture, select marketing tools like these that will position you to make that climb