4 Tips for Success During Challenging Economic Times
- Invest in your craft. If you have enjoyed the luxury of a fairly passive sales experience during the last couple of years, now is the time to shift gears. Get better educated on how you can take a more active role in selling rather than taking orders and filling them.
- Learn to create urgency. People get used to the way things are, and when they’re cutting costs, they aren’t actively searching for new places to invest their money. It’s your job to help them see how much better things could be if they use your product or service.
- Go to conferences. During the height of COVID, doing everything online made a lot of sense. Now, buyers are starting to get out to conferences again. These are great places to network with peers and make personal connections with new and existing prospects.
- Do things that don’t scale. Now is the time to show your clients how much they matter to you. If you have the resources, find ways to meet with them in person or be physically present if there are events where you can support them. Become a respected part of their team rather than just a voice on the other end of a phone line.
Advice For New (or Experienced!) Sellers Trying to Build Pipeline
- Selling is a journey. Don’t put a ton of pressure on yourself to be perfect or know everything right from the get-go. The best sellers in the world had to start somewhere, too.
- Keep a learning mindset. When you have opportunities to get better educated about your product or sales, take them!
- Have real conversations with your prospects. Discovery calls are not a venue for you to grill your buyer or spew lists of facts about your product. Find out what they need and help them decide whether your product is right for them.
- Identify your champion. When reaching out to a company, locate who will actually be helped the most by your product and get to know them. Honestly, take an interest in their goals and see if your product helps them achieve those goals.
- Get in an SMS or Slack conversation with your prospect. Start a running dialogue and build trust.
- Be an honest broker. Build trust with your prospects by accurately representing what your product can do and actively listening to their pains and needs. “Sales is not a one-turn game” – you never know how things will shake out in the future.
Resources
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Credits
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