Sales trainer Mark Hunter recently had some very practical advice on his blog. He writes about changing your sales strategy to fit in today's economy - something to consider if you're struggling right now.
"With the economy performing at less than stellar levels right now, it is important to make sure your sales strategy fits the economic environment," says Hunter. "In normal times, I've always been one to sell the future benefits because it allows you to develop a more attractive ROI. In the times we're in, however, many customers have absolutely no desire to examine what tomorrow is going to look like. They're only concerned about today."
"For this reason, I am strongly advocating salespeople to ensure their sales strategy is designed to appeal to current needs. Although I'm not wavering from my belief that sales professionals must not allow the economy to become an excuse, I do believe that we need to use the state of the economy to create opportunities, and the best opportunity in our current economy is to sell to today's needs."
Remember, the point is not to focus on the doom and gloom, but to focus on what you can do to help your prospects now. Giving your prospects what they need ensures you stay relevant - and when they start focusing on future benefits again, so can you.
Read The Sales Hunter's latest thoughts and comments about consultative selling, sales development, and sales motivation techniques at www.thesaleshunter.com/blog
No comments:
Post a Comment