Sales techniques in an environment where few people are buying
First, you don’t sell to the statistics! You don’t sell to the unemployment number, consumer confidence or to GDP, you sell to people. People buy from people. The bottom line is that well over 90% of the working population is just that, working. They are also buying food, clothes, houses, cars and yes… even software.
Here are a few suggestions:
Before you begin selling, make sure your mental mindset is in the right place! While it is difficult to keep a positive attitude during tough times it is essential to keep focused on your objective.
Experiment with sales and marketing initiatives. Change your routines. Try a webinar or a seminar, maybe this is not something you would have been comfortable with a year ago but in today’s market they can be powerful tools.
Increasing your sales skills will increase your revenue! During tough times it is important to refine your questioning skills and ensure you are effectively qualifying every opportunity. Role play with peers. What new challenges are your customers facing? How does this affect their purchasing decisions?
One thing you can count on is the ebb and flow of the economy. Right now it is more challenging then it was a few years ago but that doesn’t mean that you can’t achieve your sales goals! Focus on your attitude, marketing and your sales skills and I’d be happy to help.