Tweet

Want to UP Your Bottom Line Quickly in Today’s New Economy of Buyers?

Guest post by: Bob Urichuck

Article Overview: Sales Are Flat-Lined, Buyers are Slow to Buy, Sales Cycles Are Too Long, Lost Control of the Sale Process, Bottom Line is Behind Projections… If this is true, you must appreciate that sales revenue is the life line to your bottom line. Without buyers, there are no sales. Without sales, there are no revenues. The world revolves around sales, but more importantly, it now needs to revolve around buyers. Buyers are everywhere. What are you doing to help them buy?

Want to UP Your Bottom Line Quickly in Today’s New Economy of Buyers?

Sales Are Flat-Lined, Buyers are Slow to Buy, Sales Cycles Are Too Long, Lost Control of the Sale Process, Bottom Line is Behind Projections...

If this is true, you must appreciate that sales revenue is the life line to your bottom line. Without buyers, there are no sales. Without sales, there are no revenues. The world revolves around sales, but more importantly, it now needs to revolve around buyers. Buyers are everywhere. What are you doing to help them buy?

The economy brought on a shift from selling during the boom times to attracting, engaging and empowering the new economy of buyers to buy.

Traditional and consultative sales methods no longer work. The sales cycle is longer than need be and the margins are dropping.

Buyers have been educated by sales people regarding all imaginable sales techniques. Unfortunately, salespeople don't even realize they have lost control.

Sales people also need to change the way they are selling. The traditional dog-and-pony show, or feature and benefit dump will no longer work.

Clients, in today's new economy, are looking for salespeople who bring them value. They want sales people who take the time to truly understand a client's business and needs.

Clients appreciate salespeople who ask pertinent questions and listen intently, at the same time as demonstrating genuine concern for the client instead of themselves. Clients respect salespeople who are in it for the long term relationship and not simply for the money.

To succeed in the new economy of buyers, you need to do the opposite of selling. You need to attract, engage and empower buyers to buy.

"Keep doing what you have always done and you will get what you have always gotten."

Most strategic planning emphasizes a target to increase sales and to up the bottom line. Sales and Sales Management skill sets must keep pace with the new economy of buyers in this high-tech, global society.

This is probably one reason why sales training is so prevalent on the Internet, at public seminars, and including in-house customized programs.

Another reason is sales training offers Management and individual sales professionals a high return on investment. For example, where else could you invest $1 with a realistic expectation of a $10 or more return in revenue?

If you, as a Corporate Executive, entrepreneur or professional salesperson are considering sales training, ensure it is a "buyer focused" sales training system supporting today‘s new economy of buyers.

Once you understand how buyers buy and how they control the sales process, you will want to change how you conduct your sales. Buyers follow a system, and salespeople must do the same. You must integrate a selling system that attracts, engages, and empowers the buyer to buy, not one that sells to the buyer.

A buyer focused selling system will maximize time and provide measurable results. You will enable buyer attraction, engagement, and qualification. Once the prospect is qualified, you will have the control to empower the buyer to buy, increase the velocity of your selling cycle, increase your margins and revenues, and ultimately, up your bottom line.

It is crucial to your overall success to begin with a strong foundation that will adequately support the productive behaviours within the Selling System.

A brand new positive and proactive attitude will certainly attract more buyers.

Changing your ineffective behaviours or habits into defined daily disciplines and efficient habits will provide you with more focused targeting. The result will be a better return on time invested (R.O.T.I.).

A buyer focused selling system requires organizations to be committed to doing what is "right" and demonstrating the appropriate behaviours on an ongoing basis. This includes tracking and analyzing behaviours to increase call-to-close ratios, or if necessary, turning away business. It also means being ethical and acting with integrity even when it's easy or tempting not to.

Buyer Focused Sales training and Sales Management training in today's new economy will contribute more to your bottom line than any other activity.

All sales professionals, entrepreneurs or Corporate Executives must remember that sales revenue is the life line to up your bottom line. Without buyers, there are no sales. Without sales, there are no revenues. The world revolves around sales, but more importantly, it now needs to revolve around buyers. Buyers are everywhere. What are you doing to help them buy?

Related Articles
  How to Avoid Getting Economy Related Objections
  I'm Selling my Business... But What do Buyers Want?
  The Future of Sales
  Competencies to increase the Velocity of your Sales Cycle and to Up Your Bottom Line
  Why Most Sales Training Programs Do Not Produce Results
  How To Get Free MLM Leads By Knowing What Keywords Make People Buy
  Franchising Advantages in a Bad Economy
  Daily Meetings Result in Daily Deals
  Traditional Sales Training is a Waste of Time and Money!
  Slowing Economy a Boon for Home Staging Entrepreneurs
  Serving for Success
  The Franchise Buying Rules Have Changed
  Buying Decisions: What Happens Behind-The-Scenes
  Cold Calling Works - And It's Fun!
  Will You Choose Sales Success or Sales Distress?
  Selling In A Gloomy Economy
  Recipes for Success
  The Nine Types of Art Buyers
  Business Brokers - How to Deal With Them As a Buyer?
  Closing Challenges & The Buyer Engagement Process

Article Tags: Sales coach, Sales Consultant, Sales Management Training, Sales Speaker, Sales Trainer, Sales Training



Related Forum Posts
Re: Web Business Podcast is LIVE! :) - Bottom of each post would be good. That way they either already listened to the podcast or they have decided they aren't going to, and might click the ads.
Re: Are You Complying with the FTC? - A lot online marketers will run to Cyprus and other Islands to do their businesses. FTC rule or no rule the Internet is a global thing and still a wild wild west. Buyers should be careful and do due diligent before buying anything online
Site after-posting problems? - Don't know if this is happening to me alone, or to everyone, but every time I post a message, instead of my message coming up after a few seconds, I get this error message: Failed sending email :: PHP :: DEBUG MODE Line : 235 File : emailer.php
profit line - I recommended Profit Line to one of my clients and they were not 100% satisfied with the service. Apparently one of the profit line people got a parking ticket while serving my client and then charged them for it. I haven't heard the other side of the story yet but the fact that I recommended them and it didn't work out makes me reluctant to recommend them again.
Cold Calling - Hey Guys, I was wondering if anyone had any experience with hiring someone on straight commission cold calling. I am offering a co-worker 15% of my gross sales to cold call for one month (Line provided by myself) to set up meetings for me in Vancouver. I will be providing him with basic training, he seems pretty eager to try it out, but everyone usually is. Any tips or stories would be great! Thanks, Pete


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

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

Basic Operating Question (BOQ) for Empowerment

Having It All... With No Sleep

Executive Blind Spots

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.