During all economic mood swings and slow seasons, we ALL must work a lot harder for smaller returns. Slow times demand more work hours just to break even. This very real doom of economic hard times, is a group psychological dilemma. We work in the sales chain where doom and gloom can really beat up our paycheck!
The news media loves to jerk our emotions with hot and "negative-angle" stories, that do shock people. If a story can be twisted and slanted to have a political tone, it sells. Interest rates are a common shock topic.
Can You Really AFFORD to Be Ho-Hum?
No! Our challenge in sales is to find the leaks in this unrealistic, economic-defense mess. We drive a sledge hammer into it.... that will eventually crack OPEN new business to happen for us. All of this must be accomplished with accounts, that in better economic times, only required a reminder pitch to make a sale.
No matter what happens, when things are on hold for whatever reasons, if we have substance behind us, we sell the truthful fact, that we are an exception to everything else, even in hard times. Truthfully state every good reason needed to put the customer at ease. You better have a few very good reasons behind you, because sales efforts must be re-focused, in order to get a Ready-to-Buy answer. Don't exaggerate or lie. Your customers aren't fools.
Past track records move sales. Reputation matters. Solid brands can move mountains for you. Punctuality and customer service can be critical factors. Are you easy to reach? How's your guarantee, if you have one? Be bold but don't hand your customers or prospects a "snow" job. That never works. Today's average e-consumer is enlightened and quick to complain.
Can You Survive the Waiting Game?
It is a must to sell this step the exact way we sell our products and services. We use third-party testimonies; we dig for that inner champion; whether it be King Kong or Wonder Woman. We dig and find that driving force. We do NOT whine, because we know sales won't happen if we can't get a grip on conditions; selling isn't for whimps! If you're just starting out, you better be good, because you have no track record to rely on. If you're seasoned in sales, you better have a great track record.
We should always be capable of coming up with honest and ethical answers to the proverbial questions.
1. "Why should I listen to you?"
2. "What's REALLY in it for me?"
3. "Why buy now?"
Sales "professionals" always have the collective power to TURN around any economy. Do you understand that NO one else can do this?
Sales MOVE the universe. We eat, breathe and survive on sales of every kind. It is however, a ton of work. You sure can't wait for things to get better. You have bills to pay and people to feed. You have to PUSH yourself to make better "conditions" for yourself. Nobody else can do this for you. If you are sitting and waiting for customers to drop in your lap, you are fooling yourself.
Sales demand aggressive and qualified ACTION, every single day. The good seller finds their own customers. There are no shortcuts. You have the ability to make very large incomes. How hard are you working to locate people who WILL buy what you sell? Finding your own customers is no small task. Forget swaying customers away from your competition. Why? It's simple to see that this type of customer may not remain loyal to your brand, if you have one. If you base paying your bills on deal hoppers, you'll have a very hard time making ends meet.
About this Author
Bill Vannot teaches lasting, marketing survival skills. If you need battle-tested, marketing training, stop by and see what he can do for your business survival -->> http://www.BillVannot.com
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