Sales Tips for Selling in a challenging economy
Sales Tips for Selling in a challenging economy
To me it means choices. You can
• do exactly what you have been doing in the past and hope that it works
• admit defeat and tell yourself there is nothing you can do, or
• sharpen your sales skills and see it as an opportunity not a threat
Opportunities, at a time like this? Yes because situations and events create opportunities.
It’s times like this that many businesses are open to discussing other options and some may even need to evaluate current supplier relationships. It’s a great time to get back in touch with old prospects, find new prospects and to spend time with customers to ensure they are indeed satisfied and happy with your product and service.
No matter how bad the economy may or may not be, people and businesses still have problems that need to be solved and they will still need help to solve them. Sales may slow but they aren’t going to stop.
Here are some ideas on how you can increase your sales and maintain your client base.
1. Maintain or increase your marketing, it’s important to remain visible
2. Re-focus your sales team and talk about the opportunities
3. Re-contact prospects that have been called over the past 12 months
4. Pick up the phone and talk to your customers
5. Work on your selling skills, particularly your questioning. Make sure your asking the right questions e.g. “Why do you think that?”, What impact will that have”
6. Dig deeper and uncover the real need or buying reason. ‘We need to improve productivity by 5%” is not the real need. Asking “why” will start to uncover the real reason.
7. Improve your listening skills and be an active listener. If you receive a response that is vague or you’re not sure what it means, ask questions.
8. Focus even more on the needs of your customers and your prospects.
9. Stay positive, it will rub off on everyone around you.
Remember, “When the going gets tough, the tough get going and the rest will just complain”
Which one will you choose?
Sales Tips for Selling in a challenging economy - To learn more about this author, visit Karen Andrews's Website.
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It’s difficult to ignore the news of the financial crisis that is occurring around the world and the fear and uncertainty that it is creating. Here in Australia many companies have been tightening their budgets and reducing their spending over recent months and it looks like it’s going to continue. So what does this mean for those of us running businesses or working in sales?
To me it means choices. You can
• do exactly what you have been doing in the past and hope that it works
• admit defeat and tell yourself there is nothing you can do, or
• sharpen your sales skills and see it as an opportunity not a threat
Opportunities, at a time like this? Yes because situations and events create opportunities.
It’s times like this that many businesses are open to discussing other options and some may even need to evaluate current supplier relationships. It’s a great time to get back in touch with old prospects, find new prospects and to spend time with customers to ensure they are indeed satisfied and happy with your product and service.
No matter how bad the economy may or may not be, people and businesses still have problems that need to be solved and they will still need help to solve them. Sales may slow but they aren’t going to stop.
Here are some ideas on how you can increase your sales and maintain your client base.
1. Maintain or increase your marketing, it’s important to remain visible
2. Re-focus your sales team and talk about the opportunities
3. Re-contact prospects that have been called over the past 12 months
4. Pick up the phone and talk to your customers
5. Work on your selling skills, particularly your questioning. Make sure your asking the right questions e.g. “Why do you think that?”, What impact will that have”
6. Dig deeper and uncover the real need or buying reason. ‘We need to improve productivity by 5%” is not the real need. Asking “why” will start to uncover the real reason.
7. Improve your listening skills and be an active listener. If you receive a response that is vague or you’re not sure what it means, ask questions.
8. Focus even more on the needs of your customers and your prospects.
9. Stay positive, it will rub off on everyone around you.
Remember, “When the going gets tough, the tough get going and the rest will just complain”
Which one will you choose?
Sales Tips for Selling in a challenging economy - To learn more about this author, visit Karen Andrews's Website.
Like this article? Share it with your friends
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
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Staging DivaDebra Gould, aka The Staging Diva®, is President of Six Elements Inc., an internationally recognized home staging company. Inspired by many requests from aspiring home stagers wanting to start similar businesses, Gould created the Staging Diva Home Staging Business Training Program. Gould has trained over 1000 Staging Diva Graduates worldwide to start staging businesses. Buying decorating and selling six of her own homes in four years lead to an interest in real estate staging which she turned into a career with the launch of sixelements.com in 2002. Since then she has staged hundreds of homes in addition to teaching home staging training. Gould is the author of several home staging resources including a series of popular ebooks made up of a Design Guide, Color Guide and Portfolio Guide. For more information about Debra Gould visit stagingdiva.com. - Visit Staging Diva's Website |
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