Feedback Form
Home Features Mastermind Forums About Advertise Blog Network Contact Be An Author

Downturn Can-do: Think Upturn Prospects

Downturn Can-do: Think Upturn Prospects

Talking to salespeople, there seems to me to be an air of futility about at the moment, about prospecting for new customers and new business. While It may be easy to find reasons to be despondent, allowing yourself to feel and behave in this way, what ever the evidence is actually counter productive.

Much recent conversation has been focused around customer service and protecting your existing customer base. Without doubt, this is sound downturn strategy. However the basic principles of doing business tell us that this in it’s self will not be enough.

To succeed, what’s called for is aggressive and smart targeting of new customers so that new opportunities to sell can be created.When considering how best to deal with the current situation, salespeople need to start by thinking and then behaving opportunistically.

So let’s do a rethink, What advantages might there be to prospecting right now?

Let’s start by realising that the current situation has acted to focus the mind so that many businesses are now:

* Looking for solutions that will lead to increased productivity
* Looking for solutions that will decrease costs
* Looking for solutions that will bring increased value
* Evaluating their current list of suppliers
* Considering what other options are available
* Looking for better deals
* Open to new ways of doing things
* Wanting more ROIs

We can realise that some of our competitors:

* Have gone out of business
* Will go out of business
* Are scaling back in terms of products
* Are scaling back supports and service
* Are focused on surviving not succeeding

We can realise that many salespeople in our industry:

* Are leaving
* Are unmotivated
* Are not targeting new customers

I don’t know about you, but the more I think about it, the more is seems to me that now’s a great time to be talking to new customers. It’s a great feeling walking in the door to a meeting, knowing that the prospect is already focused on many of the topics I discussed.

How much easier this makes it for me, to show how my products can add to this already existing need for increased value and productivity, while my competitors continue to talk of survival and getting by.

There’s an old saying in my home county of Tipperary in Ireland. When the sun shines, make hay.





Downturn Cando Think Upturn Prospects - To learn more about this author, visit Niall Devitt's Website.

Like this article? Share it with your friends

Article Feedback
 Article Feedback No article feedback found.
  Leave Your Feedback
article feedback

Article Feedback

To learn more about the Evan Elite Author Program please contact us.

About The Author


Niall Devitt
(Visit Niall's Website) Niall Devitt is a senior sales training consultant and business mentor with Beyond the Boardroom, a leading business development and training consultancy based in Ireland. For more info, visit our website at www.btbtraining.com or to read Niall's blog www.btbtraining.com/blog

Niall Devitt is a Gold author on EvanCarmichael.com
About The Author

View Author Blog
View Author Blog

View Author Video
View Author Video

Free Downloads


Niall Devitt's

Complete
List Of
Sales
Articles

Name
Email
If you enjoyed this article, get Niall Devitt's Complete List of Sales Articles For FREE!

More Niall Devitt
4 Advanced ColdCalling Techniques
How to make ColdCalling work for you
Recruiting Top Sales Pros is now HARDER not easier
Business in 2009 Do you really need to be a Fortune Teller
Ten Reasons to take Notes during Sales Meetings
Dealing with Sales Objections Resistance to Change
12 Guidelines for creating Good First Impressions
Dealing with Sales Objections General
Turning a Business Idea into Real Business
Guidelines for Men who Sell to Women
Free Downloads


 
 
 


Evan Elite Authors
John Power  
Staging Diva  
Anne Barr  
Evan Elite Authors

Become An Author
Have you written articles that would be of value to entrepreneurs? Become an expert on our site by publishing them! Expose yourself to a wide audience, drive more traffic to your website and get more sales! Click Here for details.
Become An Author

Evan's Latest Video
Modeling the Masters: Learn the true secrets behind Walt Disney's business success factors & grow your company! Video produced by Phanta Media
Evan's Latest Video

Business Opportunities
"Learn straight from Evan how you can Make a Full Time Income (And More) from a Website"

How to Start An Online Business

Click Here To Learn More
Business Opportunities



Evan's 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:
Evan`s Newsletter

Free Downloads
Spring Cleaning Icon Spring Cleaning
Goal Setting Icon Goal Setting
Power of Concentration Icon Power of Concentration
Non Disclosure Agreement Icon Non Disclosure Agreement
25 Facebook & Twitter Tips Icon 25 Facebook & Twitter Tips
Free Downloads - Complete List

Entrepreneur Tools and Guides
Top 50 Marketing Blogs To Watch In 2008
Top 50 Marketing Blogs
Top Blogs To Watch In 2008
 
The Top 10 Guy Kawasaki Posts - Best Posts for Entrepreneurs
The Top 10 Guy Kawasaki Posts
Best Posts for Entrepreneurs
 
Entrepreneur Tools and Guides

SEO For Africa
SEO For Africa
Wahab Abdoulaye Wome, Togo,
Wahab Abdoulaye
Wome, Togo
SEO For Africa

If I Were A Startup...
Lisa Shepherd, $335k to $1.1 Mil in 2 years
Lisa Shepherd
$335k to $1.1 Mil in 2 years
Chris Nguyen, 30+ national clients on $0
Chris Nguyen
30+ national clients on $0
If I Were A Startup... - Complete List

Famous Entrepreneurs
Fred DeLuca, Subway
Todd McFarlane, Image Comics
Todd McFarlane
Image Comics
Famous Entrepreneurs - Complete List

Entrepreneur Advice
Brad Feld, Venture Capitalist
Brad Feld
Venture Capitalist
Jay Conrad Levinson, Guerilla Marketing
Jay Conrad Levinson
Guerilla Marketing
Entrepreneur Advice - Complete List

Popular Articles
(Premium Authors)


Have A Suggestion?
Toronto Salsa Classes / Toronto Salsa Lessons 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 and Sean Combs!
Have A Suggestion?

More Evan Carmichael
More Information