Getting sales results in today’s uncertain economy requires a different strategy than was utilized in the booming economy of the past ten years.

Formerly many industries experienced order taking to generate sales results.

There is little or no order taking during an economical slow down.

Now is the time for sales people to intensify their approach to maintain and improve their sales results, particularly if they want to survive the downturn.

Recently, while in Dubai, I learned that new real estate developments have been shelved and that many organizations are downsizing their departments and specifically their sales force.

I could not believe their sales strategy had remained unchanged.

Most organizations continue to maintain sales offices and wait for potential prospects to walk in the door.

Wake up!

This is not the time to be catering to walk-ins for sales results.

Order taking is a reactive sales approach and will not produce any sales results.

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During good times, salespeople are more like order takers than sales people.

In today’s economy, more sales training is required to help organizations make it through the tough times ahead.

Without appropriate sales training, you will not be able to maintain your sales results, let alone your sales team.

Sales training helps sales professional understand how customers buy, and how they have created a system to protect themselves from sales people.

If a sales person doesn’t realize that the customer is in control because of this system, they will be wasting time.

However, if a sales professional is trained on a sales results system, they can be in control while the customer thinks they are in control.

Sales training on a sales system allows for a step by step approach to sales, monitoring and reporting.

Sales training on a sales system saves time and shortens sales cycles, increases margin, builds relationships and get the sales results everyone is looking for.

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The main sales tip for an uncertain economy, is to keep selling. If you are not conducting your daily sales disciplines, you will not be getting any sales results.

Sales Training Tip #1
Stay in touch with existing customers – continue to maintain and build relationships. Partner with them and help them wherever you can. Ask for referrals and refer business their way too.

Sales tip #2
Stretch yourself to do 10% more sales disciplines. That means more time on the telephone, prospecting and qualifying, for appointments. Appointments may be fewer, but customers are still out there if you look for them.

Sales tip #3
Create more relationships, even with those who are not buying your products or services. If they like you, and trust you, they will eventually buy from you. Also they will refer others to you.

Sales tip #4
Ask more questions, and do listen to the answers. Dig deep to get to the truth. Show concern and be helpful where you can. Nobody cares how much you know, until they know how much you care!

Sales tip #5
When sending out proposals, stamp draft on the front of it and leave spots open for the prospect to complete. By allowing them to input, they partner and take ownership. They will not reject a proposal in which they have contributed to.

Sales tip #6
Don’t do presentations anymore. Do prescriptions. Also, get a commitment from the customer to a yes or no answer after your prescription is presented.

Increase your sales with Velocity Sales Training System today!

You need to make a decision – go down with the economy or step up your sales disciplines to maintain or grow your sales results.

If you stay as you are, you will be going down with the uncertain economy.

However, if you step up your sales activities – sales disciplines, you will not only maintain but you will grow your sales results.

Salespeople become a product of their environment, just like everyone else.

When things slow down, they too slow down too. However, one must do the opposite to succeed in today’s economy – Step up and do more.

Refuse to let external forces take over daily sales activity – daily sales disciplines.

Sales disciplines start with tracking your daily behaviors to determine your call to close ratios. Each day, note the number of outbound and inbound calls.

The number of appointments that got generated from each of those calls. Then note the number of appointments that turned into qualified prospects, then presentations, closed sales and value of the sale.

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