SalesSHIFT January 2009
Preparing you for sales success in 2009,
Welcome to SalesSHIFT, the ezine from potential2performance that shifts the thinking and
actions of sales pros to enable them to deliver stronger sales
results faster.
This issue focuses on setting you up for success in 2009. Already I
hear some of you predicting a “scary” year for sellers.
Well not necessarily – unless you choose to make it that way.
This month’s feature article Smart Selling In Scary Times, offers advice on how to get ahead of the competition in current market conditions. You’ll find an important word of caution for Sales Managers in Sales Managers Beware! And I’m thrilled to offer all of our readers an amazing free gift, “Keeping Your Sales Up In A Down
Economy”, an e-book offering hot tips from some of North America’s most respected sales experts, including yours truly.
I encourage you to share this SalesSHIFT ezine with other team members, colleagues, customers or friends who want to pump up their sales effectiveness in these turbulent times.
Finally it is my intent to provide you value, not spam, so if at any time you no longer wish to hear from us, simply click the unsubscribe link at the bottom of this page.
Enjoy the read and good selling!
Jill Harrington
potential2performance
www.potential2performance.ca
P.S. I'd love to hear from you. So send me your thoughts, your questions and what you'd like to see covered in upcoming issues of SalesSHIFT. Simply email me at jillharrington@potential2performance.ca to let me know what's on your mind.
Feature Article: Smart Selling in Scary Times
It feels like the world has gone mad. No question, we find ourselves in one of the toughest economic periods in history. And the reality is it’s not going away anytime soon.
In a week economy three things are certain:
- Priorities shift.
- Sales opportunities we've worked on for months may shrink, be put on hold, or disappear.
- New opportunities surface.
Too many sales professionals are blindsided or thrown off their game when “sure deals” disappear. Ever happen to you? Others fail to identify new opportunities because they are desperately chasing after the wrong thing.
The current market is a paradox. On the one hand some of you are going to shift your approach and come through this period with bigger sales opportunities and stronger business relationships. On the other hand many of you will to do more of what you’ve been doing in the past, or hunker down to ride it out, and ultimately lose out.
So what's it going to be for you?
Here are four critical success factors to ensure you’re positioned to make the most of 2009.
Shift your strategy
Have you taken time to rethink your approach? Have you thought about which businesses do well and which flounder under these types of market conditions. Depending on your offering, either or both may represent opportunity to you. Have you ruthlessly prioritized your time so that you are focusing on where you’re most likely to find real short and long term opportunity versus where you are most comfortable? This may mean delving into market segments that are unfamiliar to you or expanding your conversations to new contacts within your existing client base. Make sure you do your homework before moving forward so that your actions lead to positive results.
Get out of your own way
Sellers must get out of their own heads and get into those of their customers. Simple for me to say. Extraordinarily tough for you to do when you are under pressure to close deals, achieve monthly quotas and blow past year end stretch targets.
Right now the “non-product” sales call is king. What do I mean? Don’t go in preaching about your product or service. Plan calls to deepen your understanding of your customers. Take the time to find out how the current economic conditions are impacting them and their customers. Find out what their strategy is to get through this period. And ask them “how can I help?” Rather than “how can I sell you something?” Then shut up. If you really listen with a customer’s mindset you will discover opportunity in their answer.
Get closer to your customers and prospects
Your customers may have put decisions on hold but this is not a reason to lose touch. In fact there is no better time to get close to your customers because chances are your competitors are slacking off. Use the information you glean from your discovery calls and “non-product” sales calls to deliver relevant information, ideas, and specific offerings that are of current and high value to each individual customer.
Smarten up your new business development calls
Most sales reps I know dislike prospecting at the best of times. Usually it’s because you are unknowingly approaching it just one notch above a telemarketer. And who of us enjoys telemarketers? In tough times many sellers become less disciplined in their business development activity which opens the door of opportunity to the rest of us. Remember:
- Set aside regular blocks of time and let nothing intrude on your business development regimen.
- Rationalize and prioritize your calls so that you are calling on business opportunity that is desirable and winnable under current conditions. It is no longer a numbers game, it’s a focus game.
- Do your homework. Ensure that your message is all about the prospect’s situation, and not about you. Talking about you is the surest way to train your customers to ignore you.
Struggling to gain the attention of desirable prospects? We can help. Click here.
Alignment with your customers is always important to sales success. In tough times it is crucial. So get out of your own head. Stop trying to simply close the deal on the table, and focus on opening a dialogue that clearly identifies the shifting interests and priorities of your customer. Then stay top of mind in ways that are relevant and valuable so that you are positioned positively when money flows and buying decisions are back on the table.
From an extraordinarily talented group of female sales experts who want you to be successful despite the crazy economy.
My gift to you. Enjoy!
When times are tough and profits are falling the pressure is on. No one feels it quite like the sales leader. Is your natural instinct to put pressure on your reps to get out there and “do more”?
And how’s that working for you?
Urging your team to simply make more calls, sell more of ABC product, and get in front of more prospects causes stress. And you know what happens when human beings are under stress? Their intelligence drops dramatically. So when you put the pressure on, guess what? You may be sending a team of “hyperactive idiots” into the field. Not a great strategy under any circumstance.
Doing “more” doesn’t cut it. Thinking and doing “different” are key to success in the current market. Allow reps time to rethink their strategy, review their territory, do the research, and develop a plan of action that will drive positive results. This will ultimately be your source of competitive advantage because many sales teams simply aren’t putting in the effort to do this.
Also take a look at where your precious leadership time and energy is being spent. Is most of your time spent poring over the numbers? If it is, then get your nose out of the reports and start focusing on supporting, coaching and reinforcing the behaviors that will positively impact these numbers. Spend your time with the people who have most impact on results – your team. Are they out there asking the right questions, are they ruthlessly using their time to develop viable business opportunity, or are they sticking to what feels comfortable?
Have you done everything to eliminate or minimize barriers and provide your team with what it needs to succeed? Do your sales meetings follow the traditional agenda or are you using this valuable time together to develop creative strategies relevant to the current market, to share successes, and to learn from losses?
Sales Managers now is the time to be supporting, listening and providing feedback to both your team and your customers.
COMING NEXT MONTH
Are you unknowingly contributing to the commoditization of your products and services, your industry or even yourself? You’d be surprised how many sales reps are. Find out what to do to avoid falling into this trap.
COMING MARCH 2009
potential2performance’s new website will go live. Access information, products and services that will help you dramatically improve your sales results.
