Change is coming by Barbara Beggs

Selling in Tough Times

January 3rd, 2010

Selling in Tough Times by Barbara Beggs, ACC

Even in the toughest of times, customers still have to buy to keep their businesses and homes running. To make sure they are still buying from you, take a quick survey. Are you are doing these things to improve your sales in 2010?

Calm down!

Keep your own negative emotions in check. Even during the worst of times, some people end up winning.  Your positive self talk and self confidence is more important than ever. Be upbeat, be present and be a leader.

Tune your Value Proposition. This is the time for messages of low risk like protection, security and stability. Be prepared to explain ROI. Prepare for a longer sales cycle. It is the pain that will get funding now, so know your client’s pain.

Who are you talking with? Re-qualify every prospect. Focus on your best selling opportunities.  Are you calling high enough to get approval?

Focus on them. Talking about your company and products will not engage customers. Talk about them, ask about them, provide ideas for them and communicate in terms of them.

Prepare. “In preparing for this meeting I took some time to…”  Then simply highlight the two or three critical things that you did to prepare. You will blow away the last rep that was just “checking in.”

Selling is about relationships and you are the difference. Customers buy from people they like and trust. Trust is built over time on a foundation of credibility and competency. Connect!

Get creative with how to do the deal. Figure out ways that to repackage your offerings. Offer pricing options over time, cut up your offering into time pieces, turn your product into a service, offer a discount that is attached to a specific date, or give a bonus.

Get some executive coaching and sales training. There is never a better time than a tight economy to fine tune your game, refresh yourself and expose yourself to new ideas. As Coach John Wooden says, “It’s what you learn after you know it all that counts.”

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