| Too many salespeople are asking about a | | | | because a sales objection is far from rejection. A |
| slowdown in the economy and how that may | | | | sales objection is just a prospect's way of asking |
| hurt their sales performance. Well, I'm not an | | | | for more information. The sales prospect is |
| economist but as a sales trainer and professional | | | | unclear and confused about something you told |
| salesperson, I've been through a few hard | | | | them or something you failed to mention to them. |
| economic times in the past. So, this slowdown is | | | | No big deal... and look what happens next. By |
| not something new. Do you know what got me | | | | completely addressing all of your prospect's sales |
| through other hard economic periods? Using | | | | objections, you gave your prospect new |
| top-notch sales skills, selling strategies and proper | | | | information that your prospect will use to develop |
| product positioning. | | | | a revised and more positive opinion about |
| "Increase Productivity" Positioning | | | | purchasing your offering. |
| Some products allow individuals and corporations | | | | Sales objections must never be ignored and they |
| to be more productive. Corporations and | | | | must be answered in a way that completely |
| individuals have to become more productive when | | | | satisfies your prospect if you expect to close the |
| the economy starts to slide. If corporations and | | | | sale. Salespeople must never get defensive or |
| individuals are not doing something about being | | | | start an argument when they address a sales |
| more productive in a slow economy, they have a | | | | objection. The mission is not to win an argument. |
| problem. Solve that problem with your product or | | | | The objective is to close the sale. |
| service. That's precisely how you must position | | | | Close The Sale |
| what you are selling during a slowdown in the | | | | After all sales objections have been successfully |
| economy. Save the day with a product or service | | | | addressed, to the complete satisfaction of your |
| that makes corporations or individuals more | | | | sales prospect, you must ask for the order. Don't |
| productive. | | | | think about it... just ask for the order. If the |
| "Reduce Costs" Positioning | | | | prospect has no additional objections, you must |
| Some products or services reduce costs for | | | | ask for the order and close the sale. It's a win |
| corporations or individuals. If your product can | | | | win for both prospect and sales rep. You get an |
| assist companies or individuals to reduce costs in | | | | order and your prospect becomes more |
| a slow economy, your sales attainment could be | | | | productive or cuts costs. This sales strategy |
| at record levels . That said, you have to position | | | | works even when the economy takes a rest. |
| your product or service as a "cost saver". | | | | Sales reps must always be confident and positive |
| Corporations and individuals do not purchases | | | | when asking for an order. The salesperson's |
| something for the sake of purchasing something, | | | | confidence allows the prospect to be confident |
| especially in a slow economy. But, individuals and | | | | about their decision to buy from you. This is one |
| corporations will flock to you if they can cut costs | | | | more sales skill you need to use in a slow |
| in a slowing economy. Your job is to insure your | | | | economy. Confidence is what you get from |
| product or service is positioned as a cost saving | | | | powerful sales training |
| item. Do that and you'll have a great sales year | | | | Remember to always stay silent after you ask |
| even if the economy is down on it's luck. | | | | for an order. Your sales prospect must be the |
| Sales Objections | | | | first one to say something after you ask for their |
| The world will not end if you get some sales | | | | business. If there is an uncomfortable pause, while |
| objections after your first closing attempt. Sales | | | | the prospect thinks about the final decision, don't |
| Objections happen more often when the | | | | interrupt because if you do, you greatly reduce |
| economy takes a rest. So, be prepared for some | | | | your probability of closing the sale. |
| sales objections after your trial close. Prospects | | | | You see, you can sell more and close more sales |
| feel it is their responsibility to hand you a few | | | | in a slow economy. Just use the sales skills of the |
| sales objections. Relax and stay confident. | | | | top sales professionals and properly position your |
| Once the sales objections begin to surface, you | | | | product. |
| just moved one step closer to closing the deal | | | | |