Whether it’s the first of the week, the first of the month or the first of the year, it’s a new beginning! And we don’t have to let the economy dictate OUR success. Selling in a tough economy seems more challenging, doesn’t it? And yet many people are not feeling the pinch as much as others. How can you ensure you prosper during these times? With action!
Here are a few key tips for actions that will help you unlock the potential of your sales activities in the next 90 days. The actions you take now are the ones that will set you up for GREAT success.
1. Set Goals. You can only get where you want to be if you clearly know where you want to go. And you can only get there if you have a clearly outlined route. So put pen to paper and follow a process to write your goals and then outline a plan to achieve them. Think through the next 30-60 days. What do you WANT to happen? Write that down and then identify the actions you need to take daily and weekly to get there.
2. Overhaul your value proposition. Think beyond the WHAT of your specific product and service to the value you offer to THIS person, company, and situation. Think about the clients you currently serve and the ones you hope to serve. Your value proposition may need to sound a bit different each time. It’s not just about product features and facts – it’s about how your product or service will enhance/benefit/make life easier for the person you are selling to.
3. Prepare strategically. Research industry trends. Use Google alerts to know what is going on with THIS person, company, situation. Use the information to plan great questions, your value proposition, who you should meet with, and the timing of your contact. Being armed with knowledge can pay off exponentially.
4. Maximize every sales contact. Prepare, prepare, prepare. Not only with research on what is going on with them, prepare for communicating value to them. Use a focus on What’s in it for THEM (WiifT) and follow a process within the discussion to connect with the person, ask awesome and thoughtful questions, facilitate their understanding of what you do and what it means to them, work through objections and ASK for a decision.5. Identify alternative prospect streams. Think creatively about who might use your product or service who currently isn’t. There are some industries that are positively impacted by a slow economy. Look for companies that are performing well in the markets and research their vertical channels. You might have a whole new market to explore.
What have been your successes in selling in today’s tough economy?
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