from my email:
Daily Sales Tip: Selling in a Recession
Here are some ideas that can help guide your sales strategy in difficult times:
Stop Doing
* Stop generalizing your customers' needs and prospects' business situation.
* Stop assuming customers and prospects are uniformly cutting back on spending.
* Stop pretending risks don't exist and avoiding discussions about them.
* Stop assuming your customers and prospects know what is going on in their markets, or that they understand the implications of what they are seeing.
Start Doing
* Start getting the facts about customers' unique situations.
* Start finding customers and prospects who are seizing this opportunity to improve their market positions.
* Start exploring new frameworks and actions customers and prospects can take to manage risk.
* Start bringing customers and prospects fresh information and value-added proposals that help them achieve their business goals faster and more reliably.
Source: Jeffrey Baker, senior consultant for Forum Corporation (www.forum.com)
Sphere: Related Content
Posts
No comments:
Post a Comment