Search:

Home | Business


The Sky is Falling! The Sky is Falling!

By: Adrian Miller

You can’t pick up a newspaper or turn on your TV these days without being bombarded by the doom and gloom about the impending recession. It’s enough to make any salesperson want to hide under a rock until happier days return.

However, there is a silver lining in those dark clouds. Consider the warnings a call to action to prepare your business to ride the cycle. If you play your cards right during a downturn, you will not only keep sales up through the cycle, you’ll also find yourself in an even better place when the economy begins to pick up. So, turn down the drone of financial doomsayers and start working this prime opportunity to increase your sales.

Stay Close
Stay close to your customers and prospects in tough times. Dazzle them with customer service. Be one step ahead of their wants and needs and always, always be proactive and anticipate their needs BEFORE they have to ask or remind you. Give them something for nothing. This doesn’t necessarily mean a tangible item. Offer them valuable information, introductions, or some of your extra time.

Cross-Sell
Make certain that you are cross-selling all that you have to offer your customers. This is not the time to leave business on the table for your competitors to scoop up and perhaps even win your part of the business as well.

Focus on Competitive Advantages
Remember that your key competitive advantages are valuable ONLY if they equate to an improvement in situation for your customers and prospects. The bottom-line here – if you can’t offer them an improvement, why should they make a change.

Become an Advisor
Be more than just a salesperson; develop meaningful solutions for your customers. Think out-of-the-box strategies, get creative. Put yourself in the mindset of being a valuable resource to those you sell to.

Work Harder
Most importantly, when times are tough – work harder and smarter, make more calls, utilize better touch-point management, and network, network, network!

Article Directory Source: http://www.1articleworld.com

Adrian Miller is the President of Adrian Miller Sales Training, a training and business consulting firm that she founded in 1989. Adrian Miller Sales Training designs and delivers executive-level strategic consulting and sales-level performance training for your unique business. As a recognized sales training expert, Adrian’s results-driven solutions go far beyond “theory” and “feel-good rhetoric.” Her vision is focused exactly on what you need: a sales force that is achieving more. Adrian works with clients that range from Fortune 500 companies to small entrepreneurial firms. Her clients encompass a vast diversity of industries, including financial services, publishing, manufacturing, accounting, biotechnology, legal, healthcare and technology. Adrian is a nationally recognized lecturer, a sought-after conference speaker, and an accomplished author of “The Blatant Truth: 50 Ways to Sales Success”. Frequently published in major business publications, her articles cover a broad range of sales-related topics.

Please Rate this Article

 

Not yet Rated

Click the XML Icon Above to Receive Business Articles Via RSS!
Additional Articles From - Home | Business
Sign Up for a free account or learn more.

ATTENTION:
CLICK HERE To Discover How To Make 6 Figures Online Using Google's Hidden Secret!

Submit Articles
Member Login
Top Authors
Guidelines For Authors/Webmasters
Ezine Notifications
Article RSS Feeds
New Stuff
About Us
Site Blog
Forum
Link to Us
Contact Us
Privacy Policy
Terms of Service

Find out how you can get the first month free!

Powered by Article Dashboard