Sales Strategy for the Recession
|
 |
By John Newland in Selling Published: Monday, 07 April 08 - 04:55 PM (GMT) Last Updated: Monday, 07 April 08 - 05:04 PM (GMT) |
| ||
Economic downturns are an interesting time for business of all types. Like ANY change in the business landscape, there is one thing that is always true: there will be winners, and there will be losers.
How do you tell the winners in a downturn? Increased market share.
If you and/or your salespeople sold well in the good times, you will need to be twice as good and work twice as smart to be successful in the down market. When the economy is going well, you can increase your sales even though your market share stays the same, or even decreases. On the other hand, the ONLY way to increase sales in a down market is to win market share from your competitors.
Many of the people that I talk to say that "with the economy going downhill, I don't have the time and/or I don't want to risk the resources on improving sales abilities".
Guess what? Your biggest fear in the down market is a decrease in sales. Guess what else? The only way to prevent the drop in sales is to get better at selling.
The economy is going down, whether we like it or not. The question is, will you see it as an opportunity to gain market share, or will you let fear make your decisions for you.
Survive. Thrive. Increase. Serve!
<-- Back
