| In Part 1 of How to Sell in a Tough Economy we | | | | into your business.Right now is a great time to |
| talked about the basics of selling in a down | | | | leap frog everyone else. Most people and |
| economy, namely: how to keep a good attitude, | | | | companies are cutting back and thus you should |
| how and why to get more sales training, keeping | | | | be taking a contrarian approach and jumping |
| the economy excuse at bay, and the importance | | | | ahead of those cutting back. Look, if you cut |
| of economy proofing yourself. Following are 3 | | | | back, business will drop, guaranteed. By the same |
| more tips to help you survive and thrive in | | | | token, if you invest more and work harder and |
| today's economic climate. | | | | smarter, you'll get more business, guaranteed. |
| 1) Prepare for the price objection and build | | | | There may be less business, but the companies |
| value.People are focused on price more than ever | | | | and people who are cutting back are leaving more |
| these days. Prospects and customers will do | | | | on the table for you. Step it up a notch or two |
| everything they can to commoditize vendors and | | | | and go get that extra business. |
| simply go with the lowest price. Thus it is very | | | | 3) Build relationships.The relationship with the |
| important that you build value. What are your | | | | salesperson is the number one reason people give |
| primary benefits? How are you, your company, | | | | for doing business with a particular company. |
| and your product better than the competition? | | | | We've all seen it happen, you make an |
| Are you local, is your long-term cost less, can you | | | | overwhelming case for your product versus the |
| respond to service calls faster? Whatever your | | | | competition and yet, the prospect still buys from |
| benefits are, you need to accentuate them, make | | | | your competitor because they're golf buddies. |
| them more powerful, and provide more proof in | | | | Relationships are extremely important, maybe |
| ROI Models, testimonials, and the like. Finally, come | | | | more than anything else, so you need to focus on |
| up with some good responses to the price | | | | not only staying in touch with and keeping your |
| objection. Find out what the top salespeople are | | | | name in front of customers and prospects, but |
| saying when the prospect pushes on lower price. | | | | also on taking that next step and building solid |
| 2) Invest more time, effort, energy, and money | | | | relationships. |