October 2008
How to Make Sales in Tough Economic Times
Oh, the struggle and strife over the economy! Listen long enough and you might come to the conclusion that all business has come to a screeching halt—and that no transaction will ever be made again!
Alas, look around and you will see evidence to the contrary. People are still getting their hair done, working out, buying and selling homes and cars. And there is still a long line at Target, the Apple Store and the pretzel shop at the mall. People are spending money.
Here are three tips for making plenty of sales, even in tough economic times:
Look- Take some time each day to look around and find something good happening in the economy. Some days you have to look harder than others, but you will find it. A long line at Starbucks? Yes, excellent. You are getting the hang of it!
Expect- Your clients and customers will and MUST mention the economy to you. They cannot help it. Expect it, decide what you are going to say about it, and move on. Do not let yourself translate their comments as a signal that they aren’t buying. They are venting and thinking out loud. That’s all.
Listen- You can survive and thrive in any economy if you develop your listening skills. This is true for sales reps and companies. Take some time to ask excellent questions about what is going on in your buyer’s lives and businesses. Be alert to ways you can add value for them or upgrade what they already have—but mostly just listen.
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Prepared exclusively for clients of Brenda Abdilla and Management Momentum
