The stock market has been steadily inching up over the past
few weeks. Economic indicators are showing signs of
improvements. Economists who study such things are even
whispering that things are getting better.
And NOW is a great time to plan for the level of success
you want three months, six months, a year from now, and
beyond, when this train is really storming down the tracks.
Let's look at some ways to do that.
Protect Your Best Accounts
First, maintain and grow what you have. Your competitors
might be reading this and are targeting your best accounts.
Don't assume everything is OK if you don't hear from them.
Be proactive and ask what else you can do for them.
Call Your Inactive Accounts
They became inactive for a reason. Find out why and fix
it if you can. If things were not going well for them and
they struggled during a downturn, be there when they
ride the wave up.
Exploit Your Strengths
Differentiate yourself and your company. Specialize.
Sell into niches. Become an expert in a certain area.
Ask for More Referrals
When making your regular "Value Added" calls, make
it a point to ask who else they know who might also be
able to take advantage of the same types of benefits/
results they receive from you. People who run businesses
that are thriving now likely know similar people.
Presell for the Future
Sure, you'll still hear, "We can't do anything now." And
when it is legitimate, get as much of a commitment as
you can today. Ask them, "When do you anticipate
moving forward?" "Can we be the ones you'll work with?"
Stay in Touch
For the people who aren't buying today, be sure you're
the one they think of first when they are ready. Email
regularly with value-added ideas, tips, and industry
information. Send articles. Personal handwritten notes.
Get on a regular card-sending program http://www.soclink.com/businessbyphone
Smart Prospecting
Get more in your pipeline. But don't just "smile'n'dial"
for the sake of activity. Target wisely. Learn about them
before speaking with them. Tailor your opening and
questions to their situation.
Provide Personal Value To Your Buyers
One of the strongest human motivators is survival.
And it applies in the work environment. You likely know
more than one person who has been downsized.
Take interest in your customers personally,
and help your buyers on a personal level "How has your job changed in the last six months?
Three months?"
"What can we do to help you?"
Follow the Dollars
Some businesses are unaffected by the economy, and
others are doing better than ever RIGHT NOW. Where are
these opportunities in your world?
Upgrade Yourself
If you were going to run a marathon up a mountain, you'd
probably work out get yourself into better shape. Well, if
you're going to thrive in this economy, you need to have
your skills and attitude in top shape as well. Are you on
a regular "sales skills self-improvement" workout schedule?
Stretch Your Creativity
Say "Why not?" a lot more. Why couldn't you go after
a bigger sale than you've ever made up to this point?
What's the most unusual way you've ever found a new
customer? Try it again.
Negotiate for the Long Term
Keep in mind that today, it might be worth it to be a bit
more flexible in negotiating a first sale with a new customer,
IF there is long-term potential.
Work Harder
Sales success isn't like the get-rich-quick shows on
cable, or the "Make Money in Your Sleep" spam emails
you get. Show me the sales rep thriving today, and I'm
wagering he or she is out-hustling everyone else. Can
you kick it up a notch?
Ask More
I don't believe sales is "just a numbers game," but I have
proved to myself many times over that the more you ask,
the more you get.
Set Goals
If you want to reach a destination, you first need to know
what it is, and where it is. Let's face it, there are no secrets
here. The key is in doing something. Now get busy!
QUOTE OF THE WEEK
"Dreams are powerful reflections of your actual growth potential."
Dr. Denis Waitley
About the author:
Art Sobczak, President of
Business By Phone Inc., specializes in one area only: working
with business-to-business salespeople--both inside and outside--designing
and delivering content-rich programs that participants begin
showing results from the very next time they get on the phone.
Audiences love his "down-to-earth,"entertaining style,
and low-pressure, easy-to-use, customer oriented ideas and techniques.
He works with thousands of sales reps each year helping them
get more businesses by phone. Art provides real world, how-to
ideas and techniques that help salespeople use the phone more
effectively to prospect, sell, and service, without morale-killing
"rejection." Using the phone in sales is only difficult for people who use
outdated, salesy, manipulative tactics, or for those who aren't
quite sure what to do, or aren't confident in their abilities.
Art's audiences always comment how he simplifies the telesales
process, making it easily adaptable for anyone with the right
attitude.
Contact Info
Art Sobczak
Business By Phone Inc.
13254 Stevens St.
Omaha, NE, 68137
402-895-9399
ArtS@BusinessByPhone.com
www.businessbyphone.com
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