Sell More During A Slow Economy

In our present state, things can seem overwhelmingly dreary outside. Businesses have cut spending and some are having trouble getting the financing they need to make important purchases. Many people and businesses alike are simply scared to spend money on anything but the essentials… So how do you convince today’s consumer they still need your products or services?

When selling your wares, it’s important to understand the psychology of a sale – as well as the customer. Customer spending is down because their fears are high. Today, when making your sales calls it’s not as important to create a need to buy as it is to position yourself and your company in a way that lessens a customer’s fear to purchase.

Despite high tensions, added stress and other uncontrollable outside forces that act on us all, it’s important to remain calm throughout the sales process and relay this calmness to the customer. Convey a sense of stability and longevity about your company. Let your prospects and customers know that your business is not going anywhere just because times are a little slow right now.

Make certain you’re listening more than you’re talking. It’s important that your customer knows that his needs are important to you. The first step of closing any sale is information gathering. Make sure you’re doing just that by asking the right questions:

» What can you tell me about your (your company, this project, yourself)?
» What do you like about (how you’re currently handling this problem, what you’re currently doing)?
» What don’t you like about your current situation?
» What would you like to be enhanced or improved?
» What features are important to you?
» What prompted you to start this project now?
» What can you tell me about your decision-making process?
» How do you handle budget considerations?
» What other options are you looking at?
» What obstacles are in the way of moving this forward?
» How will you be evaluating different options?
» How will the funding for the project be justified?

It’s times like these that really separate the true sales professionals from the order takers. By remaining calm, not using high-pressure sales techniques, establishing a sense of stability and trust about your company and asking the right questions you’re sure to continue closing deals throughout this current economic meltdown. The upside to these uncertain times is that your competitors are probably more worried about the current state of the economy rather than making sales.

By: Chris Hood

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