It's hard to start the sales year off right when you're in a down economy, but take heart - today sales trainer Joe Guertin explains how you're still in control.
You and I cannot change people's minds about what the economy might do to them. Most of the time, they have to find that out for themselves. But here's some good news: in most industries, you still have control. Control over the sales process...even if your prospect is caught up in the doom 'n' gloom of what might happen.
I talked to a sales rep a few weeks ago who lamented that his industry was projected to be down almost 25% the remainder of the year (and I'll agree that's one heck of a drop!). So I asked him the gratuitous question "who's getting the other 75%?" After the expected pause, he growled "ME...I'm going to get it!" I could just hear his attitude shift from fear of the unknown to that of the Sales Streetfighter.
In turbulent times, gutsy salespeople turn up the heat on themselves. Here are five of their favorite strategies:
They balance their 'customer portfolio'
Customers who tend to move slowly, or are slow to change, are the most likely to cut back in turbulent times. Make sure your accounts and prospects are a good mix of slow moving and innovative companies so that you don't get caught short.
They use time more wisely
This is the time to examine your workday. Most of us start out well organized but, over time, we fall into ruts. Reading emails, visiting, paperwork and meetings start to consume a considerable amount of your time. Little things, like making phone calls in clusters (e.g.: 10 at a time) help us get a ton more done inside the workday.
They see more people
Your customers will be getting a lot of phone calls, but you'll be the one sitting in their office. Get busy.
They ask more questions
Delays, objections and lost sales can often be traced to having insufficient information.
They go for the close
Ask for the order. Nothing feeds into their hesitation like leaving the potential sale on the table.
Joe Guertin is an advertising sales trainer, speaker and coach. His programs have informed and entertained sales professionals nationwide. Visit his Sales Resource Center at www.StreetFighterSelling.com.
Showing posts with label selling in turbulent times. Show all posts
Showing posts with label selling in turbulent times. Show all posts
Tuesday, January 12, 2010
Tuesday, December 16, 2008
What You Can Control in Tough Times
As someone who tends to worry constantly about things I have no control over, I found this article from sales trainer Tom Reilly very helpful. No matter how tough your situation is - be it financial, health, or family-related, it's important to realize we can only do so much. Let go of things you can't control and focus on those you can.
"The reason people fret and stress over tough times is that most of us feel like things are happening outside our sphere of control," says Reilly. "There are things you control and things you cannot control. You cannot control Wall Street. You cannot control the price of fuel. You cannot control the news from the media. But, there are significant things you can control."
"The rule of thumb for sanity in tough times is: Give time and energy in proportion to the amount of control you have. Things over which you have little or no control get little time and attention. Things over which you have more or total control get a lot of time and energy."
You can control how much you prepare for a sales call.
You do not want to be out-prepared by the customer for a meeting in which you will discuss price. You do not want to be out-prepared by the competition for a product demonstration. Preparation builds your confidence and tilts the playing field in your direction.
You can control how hard you work.
You do not want to be out-worked by the competition. Imagine losing an opportunity because your competitor worked harder than you did. Your work ethic is an expression of your commitment. Working diligently at a task makes you feel better about the quality of your work.
You can control your attitude of serving.
You do not want to be out-served by the competition because their attitude about taking care of customers is better than your attitude. If they out-care you, you deserve to lose the opportunity. Serving others takes your mind off how bad you feel.
If you prepare thoroughly, work hard, and care genuinely about serving your customers, you have nothing to fear from tough times. Your customers will make sure you emerge victorious.
Tom Reilly is a sales trainer and the author of How to Sell and Manage in Tough Times and Tough Markets. Learn more at www.TomReillyTraining.com
"The reason people fret and stress over tough times is that most of us feel like things are happening outside our sphere of control," says Reilly. "There are things you control and things you cannot control. You cannot control Wall Street. You cannot control the price of fuel. You cannot control the news from the media. But, there are significant things you can control."
"The rule of thumb for sanity in tough times is: Give time and energy in proportion to the amount of control you have. Things over which you have little or no control get little time and attention. Things over which you have more or total control get a lot of time and energy."
You can control how much you prepare for a sales call.
You do not want to be out-prepared by the customer for a meeting in which you will discuss price. You do not want to be out-prepared by the competition for a product demonstration. Preparation builds your confidence and tilts the playing field in your direction.
You can control how hard you work.
You do not want to be out-worked by the competition. Imagine losing an opportunity because your competitor worked harder than you did. Your work ethic is an expression of your commitment. Working diligently at a task makes you feel better about the quality of your work.
You can control your attitude of serving.
You do not want to be out-served by the competition because their attitude about taking care of customers is better than your attitude. If they out-care you, you deserve to lose the opportunity. Serving others takes your mind off how bad you feel.
If you prepare thoroughly, work hard, and care genuinely about serving your customers, you have nothing to fear from tough times. Your customers will make sure you emerge victorious.
Tom Reilly is a sales trainer and the author of How to Sell and Manage in Tough Times and Tough Markets. Learn more at www.TomReillyTraining.com
Wednesday, October 8, 2008
Selling in Turbulent Times
I've gotten to the point where I turn off the news when the financial segment comes on. It's hard to stomach the fact that no matter whose fault it is, things are going downhill on Wall Street. But that doesn't mean things need to go downhill on your street.
"When we get news like we've had these past couple of weeks, it affects people's actions," says sales trainer Joe Guertin. "Just as a consumer might decide to hold off replacing their worn tires, businesses will put off making a purchase until they 'see what's going to happen.' And when business falls, sales fall."
"You and I cannot change people's minds about what the economy might do to them," continues Guertin. "In most cases, they have to discover that for themselves. But here's the good news. In most industries, you still have control. I talked to a sales rep a few weeks ago who lamented that his industry was projected to be down almost 25% the remainder of the year. So I asked him the gratuitous question, "who's getting the other 75%?" Here's are some tips to make sure it's you:
1. Balance your 'customer portfolio'
Customers who tend to move slowly, or are slow to change, are the most likely to cut back in turbulent times. Make sure your accounts and prospects are a good mix of slow moving and innovative companies so that you don't get caught short.
2. Use time more wisely
This is the time to examine your workday. Most of us start out well organized, but over time, we fall into ruts. Reading emails, visiting, paperwork and meetings start to consume a considerable amount of your time. Little things, like making phone calls in clusters (e.g.: 10 at a time) help us get a ton more done inside the workday.
3. See more people
Your customers will be getting a lot of phone calls, but you'll be the one sitting in their office. Get busy.
4. Ask more questions
Delays, objections and lost sales can often be traced to having insufficient information.
5. Go for the close.
Ask for the order. Nothing feeds into a customer's hesitation like leaving the potential sale on the table.
Joe Guertin is President of The Guertin Group, a sales training firm that delivers customized training on all aspects of the sales process. Learn more at www.guertingroup.com
"When we get news like we've had these past couple of weeks, it affects people's actions," says sales trainer Joe Guertin. "Just as a consumer might decide to hold off replacing their worn tires, businesses will put off making a purchase until they 'see what's going to happen.' And when business falls, sales fall."
"You and I cannot change people's minds about what the economy might do to them," continues Guertin. "In most cases, they have to discover that for themselves. But here's the good news. In most industries, you still have control. I talked to a sales rep a few weeks ago who lamented that his industry was projected to be down almost 25% the remainder of the year. So I asked him the gratuitous question, "who's getting the other 75%?" Here's are some tips to make sure it's you:
1. Balance your 'customer portfolio'
Customers who tend to move slowly, or are slow to change, are the most likely to cut back in turbulent times. Make sure your accounts and prospects are a good mix of slow moving and innovative companies so that you don't get caught short.
2. Use time more wisely
This is the time to examine your workday. Most of us start out well organized, but over time, we fall into ruts. Reading emails, visiting, paperwork and meetings start to consume a considerable amount of your time. Little things, like making phone calls in clusters (e.g.: 10 at a time) help us get a ton more done inside the workday.
3. See more people
Your customers will be getting a lot of phone calls, but you'll be the one sitting in their office. Get busy.
4. Ask more questions
Delays, objections and lost sales can often be traced to having insufficient information.
5. Go for the close.
Ask for the order. Nothing feeds into a customer's hesitation like leaving the potential sale on the table.
Joe Guertin is President of The Guertin Group, a sales training firm that delivers customized training on all aspects of the sales process. Learn more at www.guertingroup.com
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