What you should know about selling in a down economy
Now matter how good you are at sales, current market conditions have created a whole new set of problems.
Sound all too familiar?
Selling in today economy requires very finely tuned skills. Skills that would have been simply “icing on the cake” in the past are now critical for business survival. Even highly skilled salespeople are finding it difficult. We a facing a new economy that requires a variety of highly tuned skills to gow.
Growth is possible, especially in down economy but you must adapt your skills!
What works in a strong economy may not work in a down economy. Your must adapt your skills for the market.
Objections
You must learn how to embrace and learn from objections. Most often, an objection is nothing more than your propect letting you know that they do not believe you or they don’t understand.
When they say “I’ll think about it”, “Let me check around”, or “I’m not ready yet” they are really saying you haven’t given them reason enough to buy.
It hasn’t been that many years ago that car dealers were bad about ignoring you if they felt you didn’t have money or credit to purchase. This was especially true with luxury cars. Now, give ‘em have a chance and they’ll roll out the red carpet.
Valuable Lesson
I remember many years ago that I found myself guilty of this. At the time, I had a business in which we sold and rented TV’s. Often I would try to size up someone when they walked in and lead them to the area they would be interested in since we had rentals on one side of the store and sales on the other. This was not an effort to be smug. I just wanted to save time and effort.
One day a fellow and his wife came in. She was dress pretty plan and he had on bibs……….as if he had been farming. In my mind, these were rental customers……..even though I knew better that to prejudge and tried not too.
As I began the conversation, they were interested in buying. (Now, I was thinking silently how am I going to get this financed. It’s very likely that they have no credit.) I put on my best smile and decided to start with the most expensive unit we had and work my way down. They only look at about two units and made a decission. The unit they want was over $2400…….a ton of money in those days. I held my breath and asked how they wanted to pay for the unit. I never will forget my felling as they guy reached in his top bib pocket and started counting $100 bills.
That was a hard lesson even though it turned out great.
Fortunately, there is a better way to learn. Axel Henricksen has a proven system for Eliminating Obstacle to Sales — you can use it too.
“Small Business Marketing Manual”
If you are struggling just to maitain last year’s sales results and are using the same strategy hoping for a better year this year, Stop! Find out what will work in this new economy.
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You can review it for 30 days and put it to the test. Find out how easy it is to eliminate the obstacles that are preventing you from closing sales.
Find out how many more sales you could be making, even in this economy.
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