Free Special Report - Selling in Tough Times
There is a popular myth that everyone thrives in good selling times. The truth is, in spite of booming sales and perceived prosperity, not every salesperson shines. However, in tougher times the distribution widens even more between the winners and underachiever.
As the economy continues to become more and more uncertain, it is increasingly more evident that there needs to be a primer for professional salespeople to refer to as they strive to make sales in spite of increasingly difficult circumstances.
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In this FREE special report... the following topics are discussed in great detail:
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Indicators of Tough Times
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Marketplace Trends
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Key Mindsets For Selling In Tough Times
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Essential Selling Skills
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Prospecting
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Handling Objections
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Closing
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Time Management
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Value Added Selling
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Trends That Will Drive Your Future In Tough Times
What really ARE bad times for sales professionals? There are some real clear indicators:
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Buyers make slower buying decisions not always based on any sense of logic or reason.
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The number of price objections you face are larger in number, more frequently voiced, and harder to deal with.
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Cancellations of orders are up, coupled with easier to reach agreements for buyers to pay a cancellation fee.
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Approval times lengthen; committees appear and abound.
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More personal procrastination from buyers – from granting appointments to forwarding paperwork to responding to voicemails and emails.
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Buyers look both internally and externally for cost containment measures.
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Frequent talk of (and active implementation of) reorganizations, restructures, and
realignments. -
Political maneuvering for an individual or organization to be a “survivor” and subsequent attention being paid to that goal–not in buying your product or service.
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More macro thinking on the part of buyers as they seek to redefine their strategic direction in light of continued economic decline. Familiar refrain, “We can’t buy now because we don’t know where we’re going from here.”
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Unexplained, rapid, and radical switches in direction.
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Your “internal advocates” suddenly become powerless, politically impotent or even out of their job.
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Increased number of complaints to avoid payment or to stonewall future purchases.
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Tougher, and apparently unfair maneuvers from your competition, whose philosophy has degenerated to “whatever it takes” to make sales... including price-cutting practices.
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Lots of finger pointing at both you and other outside sources.
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Your own firm’s internal philosophy of “whatever it takes to keep the doors open” seems to permeate, creating morale problems.
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