5 Ways to sell more in a down economy

The word is on the street. The economy is down, jobs are scarce, companies are spending less. Yet, even in a down economy there are some aspect that are positive and can benefit you and can make you better. The best sales professionals are the ones that take a negative situation like the current state of the economy and make it work for them. They turn lemons into lemonade.

Here are 5 ways to help you sharpen your skills and sell more even in a tough business climate.

1. Identify: Get clear on who would be the best fit in the current economic climate. This is a fantastic time to look at our prospect list in a different way.
How can you present yourself or your company in a different way?
How does your product or service benefit a company in a time like this?
In what way specifically can I help them?
What impact can I have on the goals of the organization?

By focusing in on your prospects differently and looking for ways to help them, you can align yourself with them and position yourself as a partner.

2. Re-invent yourself: If you haven’t looked for ways to improve and not squander an opportunity, then shame on you. Top performers constantly are improving their skills and techniques, which make them top performers. You can’t afford NOT to capitalize on each and every opportunity to earn business. Are you approaching your prospects with the same tired message and expecting a different result? Good luck with that.

More than ever, this is a time where you have a chance to differentiate yourself and show yourself as a trusted advisor rather than just another salesman peddling his wares.

Learn to ask better questions that provoke thought and change to those with whom you do business.

3. Stay in touch: Don’t give up on a prospect. You never know what may happen in the future and you will be surprised how much businesses change in times like these. Trust me, when you least expect it, the company you gave up on will have a trigger allowing you to add value and prove your worth.

4. Simplify: Don’t over complicate your product or your process. Make it easy for customers to buy from you. Customers want to hit the “easy” button more than ever. Be the path of least resistance and do whatever you can to make it easy to do business with you.

5. Be Real: This is also a good time to show how genuine you are. Be yourself, show confidence in yourself, your company and your products or services. Many companies fall by the wayside in economic downturns. Stay true to your message of value.

Bottom Line: Companies are looking for value more than ever. There are no short cuts. But if you understand what companies are looking for, and keep these steps in mind, you will be able to stand out in a challenging economy.