Play Offense and Defense
Learn how to play defense and offense in sales, despite a bad economy.
With the US economy taking hit after hit, making sales goals can be a challenge. Here are two tips on how to seal the deal, despite the slowing market.
Play Offense
In every industry segment there is opportunity to win regardless of how hard hit. Smart salespeople go on the offence during economic downturns and take advantage of weak competitors. They take definitive action to gain market share. They become consultants who look for innovative ways to help their prospects and customers prosper during the recession.
For instance, despite the slow down in domestic real estate, offer free concierge services to international tourists. Once the relationship is formed show them how cheaply they can purchase a vacation home in the United States. There are ways to close the deal, you just have to find the right audience.
Play Defense
At its foundation, sales, and for that matter business, is about getting and keeping customers. Smart Sales Professionals are taking steps to protect their customer base now. These leaders recognize that they have competitors who will be knocking on their customers’ doors with tempting offers to save money.
Instead of putting their heads in the sand and waiting for the inevitable calls from customers to discontinue service, cancel orders, or extend payment terms, they become consultants and proactively seek ways to help their customers deal with problems that arise from the bad economy. They understand that customers are extremely loyal to the people and companies who solve their problems. By being proactive they lock their competitors out and will retain customers who will buy even more from them when the market recovers.
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