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Boost Your Sales Confidence
Before you can sell anything successfully, you must first sell your ideas, your wishes, your needs, your ambitions, your skills, your experience, your products and services-you must be absolutely SOLD on you.
Your confidence will never fail...
Creativity In The Workplace
This article introduces the concept of fostering creativity in the workplace as a prelude to building a world-class Knowledge Creation and Management system. Peter Drucker was quoted in Forbes Magazine’s Management New Paradigms “Managing people...
Sweat the Small Stuff for Great Customer Service
Undoubtedly you’ve heard about the popular book series that started with Don’t Sweat the Small Stuff, followed by Don’t Sweat the Small Stuff at Work, …in Love, …with Your Family, etc. While these books relay a message containing a great deal of...
Ten Laws To Befriend The Spirit Of Money
Money is energy. Money is an exchange. Money makes the world go round. Money, Money, Money, Money! Money is possibly the most powerful metaphor of our planet. How do you feel like when you are free? Receive the keys to wealth, and discover the...
Warning: Do Not Start A Business Until You Read This - The Biggest Mistake Business Owners Make And How You Can Avoid It
What is the reason why you want to start your own business, to make some money, to be your own boss?
Sorry to say, but these are not good enough reasons. You got to be more specific.
If you are going into business, you got know how to get...
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Numbers Low? Your Sales Team CAN Survive A Recession!
© 2002 Kathi Graham-Leviss
http://www.xbcoaching.com
When companies begin tightening the reigns on spending due to a recession, you really have to put your sales skills to the test. That one simple transaction becomes a tennis match of offer and counter offer that can lead to a failed closing if you aren’t careful. However, with a little creativity, you can still make your goals even during slow economic times.
1. Think outside the box. You may have sold your product or service to the same target market for years, but now is the time to stretch your limits. Find ways to develop new relationships and partnerships with existing clients. Also, take a look at your product/service with fresh eyes. Are you missing a market? Is there someone else you could be selling to that you haven’t approached?
I know of a company who provides computer networking solutions. In the past, they only offered installation. Now they are considering bringing in a subcontractor to offer the training clients have requested.
They also previously sold directly to end-users. However, they are now offering their installation services for resale through electricians, video surveillance companies, etc. in order to reach new markets.
2. Expand your relationship with current clients. Look for additional decisions makers within the companies to call on. If the traditional decision maker is someone in advertising or marketing you could also approach others in sales, community affairs or corporate communications for additional business.
3. Let your imagination run wild! Hot ideas sell. You might partner with the promoters of an event in your area to create a special
offer, announce a new use for an “old” product, introduce an “upgrade” program, provide free seminars or training on a new product/service or repackage/reposition an existing offer.
When you provide solutions that meet client goals without costing them a lot of money, you will often find that sales close more quickly and word-of-mouth advertising increases, too.
4. Provide proof of results/benefits. When wallets get tight, people in general will demand firm proof of the results they’ll get or the benefits of their purchase. The “try it and see” attitude largely goes to the wayside during financially difficult periods.
Consider creating a page of testimonials from satisfied clients. You’ll want to include the client’s name, company and contact information in order for it to be verifiable. Also, look for testimonials that are specific about benefits and performance. Knowing others have succeeded while using your product/service will help alleviate some of the concern that occurs during the decision-making process.
The sales environment changes during a recession. You’ll have to think fast and consider the impact on your client more carefully. But with some creativity and imagination, you can provide innovative solutions for your clients while increasing sales at the same time.
About the Author
For additional information about training in the areas of communication, sales, goal setting, team performance, job placement and conflict resolution, contact Kathi Graham-Leviss of XB Coaching, Inc. at http://www.xbcoaching.com today. Also ask about specific workshops and assessments that would be of value to you and your team.
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