Sales and Marketing Skills for a Slow Market
Ways to Keep Selling When Customers Tend to Keep Saying No
Jun 26, 2009
Regardless of the company, the product, the size and talent of the sales force, it is tough selling out there no matter the market one is selling to. How can a sales and marketing professional keep motivated and keep selling?
SellingPower magazine is recognized as an industry reliable source of sales and marketing information. Writer John H. Dean offered a number of tips to keep up the sales hustle in a down time in the April 2009 issue of SellingPower.
Succeeding in Sales
First and foremost, the attitude of sales professionals has to remain in the win-win and succeed mode. Dean suggested that sales people should keep setting and achieving goals and not blame the economy. Be a leader, problem solver, and find creative solutions.
Dean also wrote about never losing a customer and focusing on relationships. In a slower economy it costs about ten times more to get a new customer than to keep a current customer. Up your game when it comes to current customer service, keep in touch regularly, be a good listener, be helpful and find a way to be there when needed. Keep in mind the competition is just a phone call away.
Market Research
Market research continues to be the best resource for sales and marketing professionals. The research can show the companies and people that are buying even in a slow economy. It can also show what they are buying and why.
Market research starts with the current customer base. For example, if a customer has decided to go with another company, take the time to find out why that customer left. Dean recommends that sales people should tug at loose ends, ask plenty of questions, and try to get to the emotional levels of people’s buying motives.
Tips for Making the Sale
Dean also recommended several other helpful tips for sales professionals including:
- Think Big: Opportunities are out there, sales people just have to think big, work hard, and find the sale.
- Help Others to Succeed: Remember what a person gives out, usually comes back. Sell products and services to customers to help solve their needs not just to get the sale.
- Hustle: Keep trying. Hustle usually beats out raw talent every time.
Sales Lessons in a Tough Market
The current economic time is also a time for learning. With all of the technology and the fast moving global market, going back to the basics of selling can be the best tool for selling in a slow time.
Know the customer’s need (most company needs have changed drastically because of the slow down), find solutions, keep good customer relationships, and provide the best in customer service.
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