Evan Carmichael Top Header about About About facebook Twitter YouTube Google+

HOW TO SELL IN ANY TYPE OF MARKET



Free PDF Download
Strategies for Leaving an Effective Voice Mail - By Ron La Vine

Name: Email:


By Ron S. La Vine
President of Accelerated Sales Results Telesales Training and Sales Training, Inc.

I came across an article in the Investor's Business Daily about "Selling in a Down Market" and I think it applies to selling in any type of market. My summary of the main points is below.

Below is an adaptation of an article "Selling in a Down Market" by Cord Cooper in the December 5, 2002 edition of Investor's Business Daily.

Cooper states that sales management has a choice in how to handle selling in a down market. He then goes on to give strategies for properly preparing your sales force.

Make your salespeople your first market.
They must be sold on what they are selling if clients are to be sold too.

Think benefits.
A few of the questions in this section were:
"What is the minimum return our clients need from our products or services?"
"How can we out do that by 50% to 100%?"
"What has been the client's experience with the competition?"
"What sets us apart?" or "What is our unique selling proposition or specialization?"

Suggestion:
Take some time during a sales meeting to discuss these questions, take notes of the answers, put them in an email and distribute them electronically via email so they can be modified and expanded by people throughout your company. You could be surprised at who comes up with unique ways to help a customer or make it easier for them to do business with your company.

Set service standards.
Define what the best type of customer service is and then measure and deliver it.
Sell your track record.
Get permission to use specific client's names and documented numerical results to increase your credibility.

Nail it down.
Don't assume the customer has a clear understanding of the details.
Be sure to go over information and especially contracts in detail.

Work back-to-front.
If your start with a prospect's budget and vision it is easier to work backward and demonstrate how your product or service will fit their requirements.

Bridge the gaps.
Specify the results you want from your sales force, compare them to the current situation, and then center your strategy to bridge the gaps.

Don't promise more than your organization can deliver.
Promising and not delivering is as bad as hearing complaints and ignoring them.

Use prospects' names as marketing tools.
Create a seating chart in front of you and take note of their names.
Use their names during a presentation to gain attention, control conversations and underscore points.

Realize that past successes don't cut future deals.
Track client's post sales shifting priorities and work them into renewal contracts.

Put the customer in charge.
Adapt your company policies to meet the customer's needs.

The bottom line.
Let your customers be in charge by letting their needs drive your strategy. It worked for Sam Walton the founder of Wal-Mart and it will work for you too.


Related Articles

  Using Your Heart and Soul in Business
  Why You Should Always Keep Your Marketing Hat On.
  Defining Your Target Market
  Looking For Ways To Make Money Online And Work From Home?
  Teleseminars - 3 Effective Types You Can Offer
  In our Quest to Fix a Mess
  Buying or selling the Perfect Business
  Foundations for Marketing Strategy
  Choosing a Broker
  Online book campaigns – friend or foe?
  6 Recipes For Success When Starting Your New Online Business
  Get Started in Direct Sales and Get Financial Freedom
  Tips for Improving Communication
  Who is Going to Buy Your Business?
  Collaboration Rather Than Competition – The Need for Wise Partnerships is Higher than Ever
  What is an Operating Lease and who uses them?
  How can I get an Independent Sales Rep to take my line?
  Teleseminars - do you know which to offer your market?
  How Do You Know if It Will Sell?
  When is the Right Time to Sell My Business?

Home > Franchises > Ron La Vine > HOW TO SELL IN ANY TYPE OF MARKET >

Free PDF Download
Strategies for Leaving an Effective Voice Mail - By Ron La Vine

Name: Email:

About the Author: Ron La Vine

RSS for Ron's articles - Visit Ron's website
What is the Cold Calling and Selling Made Faster! – Live Cold Call Training Workshop™? It is an all-inclusive cold calling, prospecting and sales training that will take your cold calling and selling skills from adequate to extraordinary. This cold calling workshop is designed specifically for B2B lead generation, new business development, telesales, inside sales and field sales professionals who need to make cold calls, prospect and sell or set appointments over the phone into Fortune 5000 organizations.Ron has trained thousands of sales reps using live cold calling into real prospects, real time for clients such as Agilent, CA Technologies, Cognos, EDS, Information Builders, Informix, i-WAY Software, MeadWestvaco, Merant, Micro Focus, Software AG, Sterling Software and over 100 more tech & non-tech related firms.   For more details about LIVE Cold Calling Sales Training Workshops contact Ron personally at http://www.ColdCallTraining.com or call 1-818-991-6487. Also sign up for the Free Sales Tips and Telesales Tips eZine while you are there.
Click here to visit Ron's website.
Dashed Line

More from Ron La Vine
BE INTERESTED NOT INTERESTING
A FEW SELLING DOS AND DONTS
TEN TIPS FOR TELEPHONE QUALIFYING SUCCESS
FREE RESOURCES TO TURN DATA INTO DOLLARS
TURNING DATA TO DOLLARS FROM THE INFORMATION OPERATOR

Related Forum Posts

Re: Your weapon for success Re: Your weapon for success
Re: label signs jackson thriller executive/seeks investor Re: label signs jackson thriller executive/seeks investor
label signs jackson thriller executive/seeks investor label signs jackson thriller executive/seeks investor
Placemat / Table Top Advertising Placemat / Table Top Advertising

Share this article. Fund someone's dream.

Share this post and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.
Share for a Cause
Featured Video


Expert author video by:
Jesse Hopps, Free Small Business Templates



Worksheets
By: Evan Carmichael

Do you have what it takes to be an entrepreneur?

8 Powerful Steps to Finding Your Passion

Does your pitch suck?

Create a plan of attach to launch your new business.

8-Cover

Like this page? PLEASE +1 it! Evan Signature
Bottom Footer



Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
Name:
Email:
Popular Articles

6 Things to Do With Your Tax Refund.

What is mentoring and how does it work?

Lean Marketing House - the Pillars

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.