Five great strategies for selling through the slump

How long will it last and just how severe will it get? Economic downturns trigger layoffs and prompt business owners and salespeople to panic. But now is not the time to panic. Now is the time to be checking your sales activities, sharpening your sales skills and using solid sales principles. The economy has changed and since we don’t have a clue when it will thrive again the only choice is to adapt. Learning how to sell in a recession will be vital to keeping businesses in business.

Here are five sales strategies to help you sell better:

1. Change your attitude – Your attitude creates the space in which you will perform in your business. The good news is that you can control it; the bad news is you must do something about it. It’s one of the few things we have complete control over. Nobody likes a salesperson with a bad attitude, so take stock of your mental and emotional strength so you can harness your emotions and control your attitude. Maxwell quote: The pessimist complains about the wind. The optimist expects it to change. The Sailor adjusts the sails.

2. Commit to win – It’s the commitment to win that gives you the edge, and gives you the creativity and the innovation to restructure and redesign your sales strategies. Making a commitment to win gives you the ability to think differently, which creates new opportunities that will give you the advantages you need to succeed. With a commitment to win, you will find a way to grow your business because sales are the only way to keep your business in business.

3. Sharpen your tools -Most salespeople don’t spend enough time working on improving their sales skills and techniques. They might be able to get away with this in a booming market when selling is easy, but in today’s business environment the sale will go to the salesperson who truly understands why people buy and can help people make the right buying decisions. Begin now by putting your own plan in place to sharpen your sales skills and hone your sales techniques. Salespeople who can sell in any market will always be in demand. Effort today reaps rewards now and in the future.

4. Increase sales activities – In a tough economy companies and salespeople cut their sales activities. They actually have said to me, “If we’re not going to sell anything, what’s the point?” It’s completely backwards thinking and the type of thinking that will keep you exactly where you are. If you believe there isn’t any business out there, then that is exactly what you will end up with, no business. Increasing your sales activity will increase sales results.

5. Believe in yourself – One of the biggest problems with all of this recession chatter is that salespeople use the chatter to fuel the fire of doubt they have about themselves and their business. People tend to believe everything they hear and see instead of challenging that belief. When they lock onto that belief, they look for all the ways to support by searching newspapers, media, news programs. Having a positive and supportive belief structure is essential if you want to succeed in any market but it is vital if you want to keep on selling in a tough one.

Of course we are all hoping that the market turns around sooner rather than later. Dedicated business owners are in it for the long haul and know that having the stamina and fortitude to make it through the storm successfully will leave them feeling victorious. Tough times require great focus, so look toward the future and get your head out of the past.

Finally, keep in mind that this tough economy is just a moment in time. It may be a painful moment in time, but it will pass. Use this time to establish good work habits and reach out to customers and prospects with a clear and convincing message that sets you apart from the competition. When it comes time for companies to spend money, they’ll be more likely to spend it with you.

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Categories: Company Perspectives, Sales & Marketing