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Selling in an Economic Downturn

“When the going gets tough the tough get going.” – Joseph P. Kennedy (JFK’s Father)

We are entering a period of enormous change and uncertainty. We are witnessing the emergence of a new world order and a new business era. The Financial Crisis will impact the global economy, but where, when and by how much we don’t yet know. One thing is for sure. The “New World” will be less tolerant and less forgiving of much of our current “Old World” sales practices. In a downturn, customers will reassess their activities, expenditures, suppliers and business relationships to see where they can make savings, streamline their business and find new levels of operational efficiency to drive down costs. This presents the New Era Sales Professional with an unparalleled opportunity to take the lead by helping guide their customers through this reassessment process.

A simple and effective way to move your thinking to a NESP (New Era Sales Professional) is to ask yourself the following questions:

  • What will help my customer’s business in the new world economy?
  • How can I leverage my understanding of my customer’s business, my knowledge of their industry and my products/services to do this?

A Five Point Plan to protect your existing business and maximize your sales in an economic downturn: Continue Reading →

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