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Sales techniques in an environment where few people are buying

by on ‎04-02-2009 01:38 PM (6,497 Views)

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.

on ‎04-04-2009 05:46 AM

It is useful to note that during previously perceived "tough times", ACT! does quite well.


  • It's an easy argument to make that, during these times, businesses need to make the most from their assets - especially the ability to mine the valuable asset of their client base and providing better customer service for new and current contacts
  • Compared to other CRM solutions, ACT!'s pricing makes it an easier choice - especially against SaaS solutions as ACT! isn't tied to regular payments that drain their cash-flow. The lower entry point, while also using a powerful SDK allowing add-on and custom solutions to provide the answers to business needs.
  • The general reputation of reliability and support for ACT! (that did admittedly take a hit with the 7.0 and 8.0 releases) is enviable.
  • The stated aims of Sage, now that the core product is back to it's desired quality, to integrate better with back-end ERP (accounting) systems and with social media will further cement the product as the central repository for business intelligence.

This is a time that Sage and its channel should capitalize on and, if the users are well looked after, will create long-term clients for Sage Software - with ACT! itself, and also users who may eventually upgrade to SageCRM / SalesLogix and even those who incorporate Sage ERP products.



Mike Lazarus

ACT! Evangelist