Economy

Hello All - Just a quick note on "Selling in a Down Economy".  I have a set of amazing Sales Coaching Clients who are "nervous" about the economy.  They are getting push back from their clients on purchasing goods and services.  The reason:  "Reduction in Spending" or perhaps they are hearing, "Work force Reduction", etc.  The news certainly confirms these findings!
 
TIP 1 - Let's remember why companies purchase goods and services in the FIRST place....to either SAVE THEM or MAKE THEM ($) money.  Most products and services - when cost justified using a ligitmate ROI ~ can show these companies how to save money and/or make money in any type of economy.  If for example work force reduction is the issue (remember things still have to get done).  Can your product and/or service support the "gap" in productivity or the length of time to market companies will may face with a workforce reduction?
 
TIP 2 - Don't let other "down and out" sales folks compromise your own motivation or sales efforts.  You may have to work harder, make more contacts, reduce your margins a little - however business is being done while you are worrying about getting it done!
 
TIP 3 - Get out and NETWORK ~ find new venues, go more often, contact customers and friends for referrals. 
 
TIP 4 - Go back to the basics!  Make sure you brush up on your SPIN selling techniques and have a defined Sales Process.  Keep records of your progress and make MORE CALLS!
 
TIP 5 - HANG in there - this too will pass!
 
See you next week!  Georgia Dudley, Founder Empowering Women Network, Inc.