Saturday, March 27, 2010

Adjusting to the Economy

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)

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