Sales Advice For A Down Market

By June 16, 2010Articles, Sales and selling

When business is slow, it becomes all too easy to blame it on a down market. Quit thinking this way and see the slow economy as an opportunity to beef up your sales training. You see, the best salespeople thrive when the market is down. How? They just change their strategy.

Here are four foolproof sales training strategies that will help you ride through these slow times. Trust me, when you perfect these four steps, you’ll see an immediate in your small business:

  • Focus on making appointments and closing sales. When business is slow, it’s easy to coop yourself in the office and start organising you files. Take a look at how you spend your day. Are you starting to hold long drawn out lunches with your friends? Do you find yourself playing solitaire on the computer? Instead of finding distractions, why don’t you set up appointments with prospective clients?
  • Set a minimum of 25 prospecting calls – Experts all agree that you should never stop your daily prospecting calls until you’ve hit this level. You can also start doing customer service calls to readily serve the needs of your existing customers.
  • Enhance customer service – Your best customers are your existing ones. Develop loyalty in your old customers and they’ll readily refer you to new customers.Working your customer database is cheaper  and more lucrative than chasing new customers.
  • Answer objections – Practice answers to the most common objections to your services or products. Role-play so that you’ll feel confident in delivering these answers. Two of the most common objections are cost and indecision, so make sure you have a convincing response for these.

Use this sales training advice and get your business ready for the time the market recovers. You and your business will be poised to generate more income when you have incorporated these four tips into your sales training process.

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