Dec2
Sales Strategies In A Troubled Economy
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments
File under sales strategies for a troubled economy
How To Sell More In A Troubled Economy
Yesterday, the government officially announced that we have been in a recession for quite some time. That announcement was not “Breaking News”. All they had to do was ask a group of salespeople if there was a decline in trade and prosperity.
This is a time to be flexible and to be on our toes. So, here are a few sales strategies you can use to survive, if not prosper, in a troubled economy.
“Price” Sales Strategies In A Troubled Economy
Sales trainers are supermen and never recommend cutting price. It would be a major sin for them to even suggest cutting price. Well, this sales trainer deals in the real world so here is the straight talk about sales strategies in a troubled economy that deal with price.
You may (I repeat, “MAY”) have to reduce margins as a sales strategy in a troubled economy. Economics 101 tells us that a low price creates a higher demand. Consider a price cut as a sales strategy for a troubled economy only when the following do not apply to your situation.
A) You can’t cost justify your product or generate an acceptable “return on investment”. Remember, selling is all about solving problems with your product or service. If your $10 product is the solution to a $20 problem, don’t cave in and cut your price. However, if the reverse is true, you may have to adjust your price as a sales strategy in a troubled economy.
B) You competition has reduced their price and you don’t have the “added value” to justify a higher price. Please be very careful with your assessment of your added value proposition. Most companies and salespeople overlook critical aspects of their “added value”. I teach a lot about this in my sales training programs. Look past how your product operates and consider the added value on how you implement your product once it’s ordered. Also consider any customer service or post sale “added value” you may possess. All of this must be part of your sales strategy in a troubled economy.
Develop Sales Strategies For A Troubled Economy
We all know the 80/20 Rule and it will not go away even in a troubled economy. Eighty percent of all commissions will go to just twenty percent of the sales reps. My career is the study of these sales superstars to understand why they make all the money. Not only do they have a sales strategy for a troubled economy, they have the sales skills to prosper in any economy. Also, key accounts are important so develop solid Major Account Sales Strategies.
I’m also learning about the 80% that share the remaining 20% of all commissions by studying the terms they used to find my sales training site. I see terms such as “sales tricks”, “free sales training” and “sales tips”. These sales reps are struggling because they are not serious about developing top-notch sales strategies for a troubled economy or any economy. They think there is some magic pill that will take them to the top of the rankings. The 20% that earn all the commissions got there because they invested in their careers and developed powerful sales skills and sales strategies for any economy.
You sales strategies for a troubled economy must include the development of powerful sales skills. In this troubled economy, you must bring your “A GAME” to every appointment. There is no way around it.
If you want to take the next step and want to develop powerful sales strategies for a troubled economy, I have two cost effective DVD/CD sales training programs for you to consider.
The first is “Top 20 Sales Strategies”. This CD contains sales strategies for a troubled economy, or any economy. I invite you to learn more about this outstanding sales strategies program. A third program is all about sales prospecting.
The second program is a DVD program based on the best practices of the Sales Superstars, the ones making all the money. I invite you to learn more about “The Progressive Sales Process”, sales training video. This program will show you how to master the sales process. Here is a clip from the DVDs.
LEARN MORE ABOUT THIS SALES TRAINING
In a troubled economy, it is important to keep your chin up and remain optimistic. It is also important to develop special sales strategies for a troubled economy.
I wish you great success in this or any economy. You can do it!
Make it a great day!
Nick Moreno, Sales Trainer
National Sales Center, Sales Training Company
MORE ADVICE ON SELLING IN WEAK ECONOMY
ADDITIONAL ARTICLES OF INTEREST
Sales Training DVD Packed With New Sales Techniques
Training In Sales For Beginners
Close More Sales, Know When To Keep Quiet!
Sales Consulting For Peak Performance
5 Sales Tips For Selling In A Slow Economy
Product Sales Training Unplugged
Sales Presentation Training That Works
Selling Technology – What You Need To Know
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