Nov14
Selling In A Bad Economy
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments »
How To Sell More In A Bad Economy
Unless you are stranded on some deserted island, you know this economy is in bad shape. It is a worldwide problem that came at us quickly. Most people and companies are having a difficult financial period. Sales are down and that hits salespeople with a power punch. Selling in a bad economy can be difficult… but not impossible. There are ways to sell more in a bad economy. So, here are some sales tips and sales advice about selling in a bad economy.
A) Get Defensive
Your competition is also having a difficult time selling in a bad economy. You must assume that they are going after your customers each and every day. You must get defensive and protect your customer base. When appropriate, consider selling long-term contracts and converting present contracts to longer terms. This may reduce margins but that’s a small price to pay for protecting your base of customers. This is a smart sales strategy when selling in a bad economy so remember to stay focused on your customer base.
B) Get Savvy
My most important piece of advice to anyone selling in a bad economy is to get savvy. You need to start using world-class sales skills because that’s the only way to survive when selling in a bad economy. Competition heats up when there are few opportunities available. The salesperson with the best sales skills will win most often. This is no time to get sloppy or to “wing it”. This is the time to professionally follow each and every step of the sales process. When selling in a bad economy, only the fit will survive. If you are not comfortable with your sales skills or unsure about the steps in the sales process, I urge you to immediately get some powerful sales training.
C) Play Offense
If I were using your product or service, would I be more productive and therefore in a position to make more money? If so, that’s how you must position your product when selling in a bad economy. Companies, during a bad economy, must find ways to increase productivity and make more money. But remember to do a little extra work and calculate how much extra money will be generated by your prospect. If you are not familiar with calculating return on investments, I again urge you to get some professional sales skills.
If I use your product, will I save money because you cost less than the product I’m using now? If so, you are in great shape! Position your product as a “cost saver” and attack your competition. But once again, you have to do a little extra work and calculate the savings for your prospect. Failure to do so could cost you the order and you can’t afford for that to happen when selling in a bad economy. Remember to use this sales strategy.
D) Stay Sharp
It is easy to get down when selling in a bad economy so don’t let that happen to you. There may be fewer opportunities but you can crush the competition by using superior sales strategies and prospecting skills. So, stay sharp and stay motivated. Also remember how important polished sales skills are when selling in a bad economy.
My best to you!
Nick Moreno, Sales Trainer
National Sales Center, Sales Training Company
FIND ADDITIONAL SALES TIPS ABOUT SELLING IN A BAD ECONOMY AT MY “SALES TRAINING ARTICLES”
Nov13
How To Get Past The Gatekeeper
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments »
You’ll Get More Appointments Once You Know How To Get Past The Gatekeeper
Much has been written on how to best get past the Gatekeeper. Unfortunately, most of it is pure bologna. I say that because a lot of training about getting past the Gatekeeper involves “tricks”, and “tricks” are for armatures.
I’m sure you heard about these “tricks”. Tell the Gatekeeper that the Decision Maker is expecting your call. Tell the Gatekeeper you are returning the Decision Maker’s call. Gatekeepers know these “tricks” and you start your introduction with a bunch of lies. Your creditability goes down the drain and that’s not how to get past the Gatekeeper.
Aside from “tricks”, some training on how to get past the Gatekeeper is ancient. We’ve all heard the one about calling before 8:00 AM and after 5:00 PM. This technique is old and well recycled. There is no benefit in “learning” something you already know, especially when you are paying for the sales training. You need new ways to get past the Gatekeeper.
HOW TO GET PAST THE GATEKEEPER
Let’s start by changing the entire concept. It’s not about how to get past the Gatekeeper. It’s all about how to work with the Gatekeeper. After all, the Gatekeeper is just doing their job. They must insure the Decision Maker’s time is well spent. Your job is to convince the Gatekeeper that your message has value and that’s how to best get past the Gatekeeper.
It’s not about making the Gatekeeper your friend. It’s about treating the Gatekeeper that same way you would treat the Decision Maker. Like it or not, the Gatekeeper is now part of the sales process. Always remember that the Gatekeeper is one of the Decision Maker’s most trusted advisors. You must “sell” the Gatekeeper and stop looking for ways on how to get past the Gatekeeper.
Work with the Gatekeeper and the Gatekeeper will work for you. Tell the Gatekeeper about the benefits of your product or service. Explain how your products or services have helped other companies to improve. Why look for ways on how to get past the Gatekeeper when you can actually get the Gatekeeper to introduce you to the Decision Maker.
Respect the Gatekeeper and forget those “ticks” on how to get past the Gatekeeper. “Sell” the Gatekeeper and understand their role in the sales process.
If you would like to know more about this type of sales training, there is a sales prospecting CD program that will help you. The prospecting training program is called “Leveraged Sales Prospecting” and it’s packed with new prospecting skills, strategies and techniques. I invite you to learn more about this type of sales prospecting and these powerful prospecting skills.
So remember, it’s not about how to get past the Gatekeeper. It’s about having the sales prospecting skills and strategies to successfully work with the Gatekeeper. Use this sales prospecting strategy and you’ll get more sales appointments.
Nick Moreno, Sales Trainer
National Sales Center, Sales Training Company
ADDITIONAL ARTICLES ABOUT SALES PROSPECTING
Sep2
The Life Of A Sales Trainer
Posted by Nick in Corporate Sales Training, Sales Training To Improve Sales Results | 0 Comments »
Nick Moreno, Sales Trainer
National Sales Center, Sales Training Company
Sales trainers have to master a few different skills if they wish to provide expert sales training. I’ve been training salespeople for over thirty years and I’ve reviewed quite a few sales training programs from different sales trainers. There are many excellent sales trainers and a few that are… well… not so excellent sales trainers. So, just what are the skills of a master sales trainer?
Sales Trainers With Sales Experience
I like sales trainers with real world sales experience. Surprisingly, not all sales trainers have a great amount of sales experience and many more sales trainers haven’t been in a sales territory for years. Sales trainers that fall into this category may loose a step or two because these sales trainers need to get closer to the field, where the action is and where that action changes every day.
Sales trainers that have a great deal of sales experience don’t have to base their sales training on classroom theories. These sales trainers know what it’s like to work in the field so these sales trainers know what works.
Sales Trainers With New Programs
Some sales trainers just put a different spin on well know sales strategies and techniques. These sales trainers need to get more creative because sales trainers like that don’t last very long.
Successful sales trainers are sales trainers that are original. These sales trainers focus on new and greatly improved sales techniques and strategies. When you get sales training from a creative sales trainer, you know you are not getting “new wine in an old bottle”.
Sales Trainers That Know How To Train
Some sales trainers have excellent sales training material but it’s not presented in a way that allows salespeople to learn. The ability to teach is a required skill for any sales trainer.
A sales trainer that combines powerful sales training material with powerful teaching skills can do great things when it comes to helping salespeople to succeed. These sales trainers keep their students interested and motivated to learn more.
Our Sales Training Company
As sales trainers, we stay focused on all of the above sales training skills as we develop our sales training videos and audio CDs. This is true for our corporate sales training and our sales training programs for individuals.
Our testimonials speak to our success in delivering as promised but it goes much further than testimonials. The ultimate measure of our success is in the success our students generate. That’s why it took over one full year to develop “The Progressive Sales Process”. Our goal was to develop a sales training video that was well organized with new and creative ways to implement the sales process.
The same can be said about our sales prospecting training, “Leveraged Sales Processing”. These aren’t those same old cold calling techniques that don’t work. This prospecting skills program takes prospecting for appointments to a new level. As a sales trainer, I wanted to produce a sales prospecting training program that produced results using new and creative sales prospecting techniques.
Consider our “Top 20 Sales Strategies” audio program. This program focuses on the sales strategies of the top sales professionals. This is not some theory-based program. Instead, this program focuses on sales strategies the top pros use every day to create clients.
Our mission is to get you the right sales training program. Only your success will be used to determine if we’ve achieved our goal.
Nick
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