7 Strategies 4 Surpassing Sales Stress
When I bump into business associates I haven’t seen in a little while… most often conversation turns to ‘How’s Your Business Doing?” I always take the tactic that I’m grateful for the clients we have and how enjoyable they are to work with (and I mean it!). Here’s something I found that can help us all with new business development…
Seven Strategies for Surpassing Sales Stress
Even with the economy ostensibly on the mend, we’re well aware this isn’t the easiest time to be making a living in sales. But before you go reaching for the Maalox, you may want to peruse the following seven tips from Lou Schachter, co-author of “The Mind of the Customer.” Schachter helps Fortune 500 clients achieve their desired results through sales training.
1. Tempting as it may be to cut your losses, don’t write off every player in an afflicted industry. Opportunity may still be lurking.
2. Now may be a perfect time to revisit prospects who previously wouldn’t give you the time of day. Things may be quite a bit different for them today.
3. Forget about your own numbers for a moment and focus on what you can do to boost your customer’s revenue.
4. Establish the value of your offerings first—then talk price. Avoid the discounting trap.
5. Now’s the time to leverage the rapport you have with your current customers. You may well be able to sell them on products and services they weren’t necessarily aware you offered.
6. Your sales managers need to spend more time coaching and less time in the field. Both in terms of directing the action and maintaining morale, it’s imperative they embrace a leadership role.
7. Turn your competitors’ folly into your gain. If they’ve been scrimping on product updates and customer support, opportunity may be knocking. Looking for more great sales strategies? Check out “Win/Loss Analysis: A Proven Program for Winning More Business.”
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