Getting a reaction in tough times

The economy has gone rancid. People are not buying like they used to. Price seems to have become the determining factor on any sales situation. The general doom and gloom is affecting you, your industry and the nation.

But wait! As you sit there thinking about how bad things are, someone is buying something from your competitor. So, stop thinking about how bad things are and make sure they are buying from you.

Here are top ten tips for selling more in a down and surly economy:

1. Stop thinking about how bad things are and call someone. Nothing happens without getting into conversation. As John Kennedy the famous Hawthorne coach said in one of his inspiration speeches, “Just do something.”
2. Remember that in every problem there is great opportunity. A down economy is full of opportunities. The world does not stay the same. Who needs to talk with you?
3. Vendor loyalty is not as prevalent in a down economy. People need solutions. Give them a reason to switch. Ask them what is happening in their company that needs a change of perspective.
4. Find out the challenges facing the person on the other side of the desk or phone. Are they corporate, social or personal?
5. Sell the outcome and not the feature. How will your product produce a solution that makes your prospect feel happier, appear smarter, richer or fill them with self esteem?
6. Qualify your prospects better. Don’t waste time with people who have no need or for whom the timing is not right. A down economy only means there aren’t as many deals out there. But people are buying. You may have to work harder than before.
7. Strengthen you value proposition. In down markets, value propositions have to be stronger to get people to act. What are the main points of your presentation that need to be, well, presented better, harder or more often?
8. Qualify your markets better. If you have the ability, sell to markets who are not affected by the downturn. If your market is affected find others in different places, with different needs.?
9. Harden your soul. In down markets the phone doesn’t ring as much.?You have to create and uncover the opportunities.?Rejection is not personal.?Don’t let it stop you.
10. Find out when the NO runs out. What is the time frame when NO has a chance to be converted to “YES, I will listen to your proposition Keep records of refusals. Tell people when you will contact them again, such as before Christmas, in the New Year or before the end of the tax year.

This article is reprinted with permission from Jim Prigg CEO and founder of Knowledgemaster International Pty Ltd. Knowledgemaster is an online resources company that delivers practical communications, interaction, sales and soft skills tips, tactics, techniques. Learn more about winning business programs and courses by calling Jim on 03 5232 1500 mobile 0408 520 453 or [email protected] .