The Sky is Falling! But here's some helpful tips... By Adrian Miller
You can’t pick up a newspaper or turn on your TV these days without being bombarded by the doom and gloom about the economy.
It’s enough to make any salesperson want to hide under a rock until happier days return.
However, there is a silver lining in those dark clouds. Consider the warnings a call to action to prepare your business to ride the cycle. If you play your cards right during a downturn, you will not only keep sales up through the cycle, you’ll also find yourself in an even better place when the economy begins to pick up. So, turn down the drone of financial doom-sayers and start working this prime opportunity to increase your sales.
Stay close to your customers and prospects in tough times. Dazzle them with customer service. Be one step ahead of their wants and needs and always, always be proactive and anticipate their needs BEFORE they have to ask or remind you. Give them something for nothing. This doesn’t necessarily mean a tangible item. Offer them valuable information, introductions, or some of your extra time.
Make certain that you are cross-selling all that you have to offer your customers. This is not the time to leave business on the table for your competitors to scoop up and perhaps even win your part of the business as well.
Focus on Competitive Advantages
Remember that your key competitive advantages are valuable ONLY if they equate to an improvement in situation for your customers and prospects. The bottom-line here – if you can’t offer them an improvement, why should they make a change.
Become an Advisor
Be more than just a salesperson; develop meaningful solutions for your customers. Think out-of-the-box strategies, get creative. Put yourself in the mindset of being a valuable resource to those you sell to.
Most importantly, when times are tough – work harder and smarter, make more calls, utilize better touch-point management, and network, network, network!
About the author: Adrian Miller is President and Founder of Adrian Miller Sales Training, a sales consultancy and training company that she launched in 1989, and is the author of "The Blatant Truth: 50 Ways to Sales Success". Adrian can be reached at 516-767-9288 or firstname.lastname@example.org. Her website, Adrian Miller, includes podcasts and other informative information to help your sales soar!