Operations

When The Going Gets Tough, Sell Like Hell

Sara Eastwood
Posted on April 1, 2009

One of the problems with all of this talk about recession is that once people believe there is going to be a recession, they start to feel negative about their prospects.

The nature of belief is such that people only tend to see what they believe rather than believing what they see. Once you believe that there is going to be a recession you tend to only notice articles, comments, and statistics that support your beliefs.

What’s more, your negative beliefs quickly affect your outlook and the way that you feel about your business prospects. Having a positive and supportive belief structure is essential if you want to succeed in any market, but it is vitally essential if you want to keep on selling in a tough one.

Having a winning belief system does not mean that you need to be deluded however! In the middle of the darkest recession you don’t want to have your eyes shut! But you do need to realize that in a recession people want to work with the best suppliers.

Sharpen Your Sales Skills

Most salespeople do not spend enough time working on improving their sales skills and techniques. Perhaps they can get away with this in a booming market when sales are easy. Perhaps not, but things will always change if the market tightens. Sales success will go to the salesperson who really understands why people buy and can help people make the right business decisions.

Salespeople of this caliber stand to benefit from possible changes ahead because there will be more business for them as their competition falls by the wayside. Sales will not go to the journeyman salesperson, the mediocre wannabe, or the 9-5 order taker. Salespeople like these could well be in for a rough time. When did you last read a sales training book on selling? How many sales training audios have you listened to over the last month? How many sales training seminars have you attended in the last six months? For 80% of salespeople reading this, the answer is zero.

If you’re in the 20% who have invested in yourself… great, you’re on track. Keep the study up and make sure you stay ahead of the game. If you’re in the 80% who haven’t… don’t panic! You still have time. Start now by putting together your own sales training and development plan to sharpen your sales skills and hone your sales techniques. Salespeople who can sell in any market will always be in demand.

Effort now will reward you whatever this year brings.

Improve Your Service and Focus On Relationships

If business is tight you want to be wowing your clients with the best service that they have ever had from you or from any of your competitors.

You need to be going the extra mile. If a recession bites, many companies will try and discount to survive. They probably won’t (survive), but you don’t want your clients going to them as they try to keep their heads above water! You need to “lock in” your existing clients now so that they won’t even think about going anywhere else.

Sara Eastwood LCT Publisher

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