Same Stuff - Different Day?

Any time is a good time to sell creatively. Uncertain economic times are an excellent time to sell creatively. And, poor economic times require that salespeople sell creatively. What exactly do I mean when I say sell creatively? When you look at the sales process, there are six major pieces: attitude management, prospecting, presentation skills, disarming sales resistance and closing and servicing the customer for repeat and referral business. Lets look at one (and there are many) creative approach in each of the five areas.

1) Attitude management: It is easy to maintain a positive outlook and attitude when things are going well. It is a challenge at best to maintain it when the world seems to be falling apart at the seams. I am fully aware of the disappointment that can be caused by lost sales or customers. It is during these times that the real pros are able to rise above all of the negative hoopla and push on no matter what. This takes courage, stamina, belief and an exceptional ability to put the negatives aside even though they seem to be assaulting you from every side. This requires the ability to compartmentalize your life and business - which is to focus on what you can do and not what you cant, what you have and not what you dont, where you are and not where you are not yet.

2) Prospecting: This is an easy one: creative salespeople rely on referrals, strategic alliances, networking contacts and advocates who want to help them succeed. If you have not developed them by now it is too late to take advantage of them during any present down times. But, it is never too late to begin to cultivate these types of prospecting resources for the future.

3) Presentation skills: It is critical during these periods that you focus on real customer needs and desires and not your own for survival. People buy when they are ready to buy not when you need to sell. This is the time to create a heightened sense of urgency through a unique selling advantage. If you dont have one - get one. If you have it now is the time to ensure your prospects are thoroughly aware of what it is. You MUST sell value in these times and NOT price. I know the tendency is to lower prices in the hopes of getting your share of less available business, but remember, during these times prospects want and need sound reliable solutions not a quick cheap fix.

4) Closing: There are closing techniques that close a sale and there are closing techniques that close a customer. See the difference? Closing the sale is a transactional process closing a customer is a relationship process. If your approach only closes the sale you have to keep reselling the customer again and again. When you close the customer, the relationship closes the rest of the business.

5) After sales service: There is an old saying that says you must MEET customers expectations. There is a more recent one that states you need to EXCEED them. How about going to the next level and see them as your primary reason for being in business and the only reason you have a job/career. The way you WOW a customer is to always deliver more than you promise and never deliver less than you promise.

Tim Connor, CSP is an internationally renowned sales, management and leadership speaker, trainer and best selling author. Since 1981 he has given over 3500 presentations in 21 countries on a variety of sales, management, leadership and relationship topics. He is the best selling author of over 60 books including; Soft Sell, Thats Life, Peace Of Mind, 81 Challenges Managers Face and Your First Year In Sales. He is also the CEO of Sales Clubs Of America. He can be reached at tim@timconnor.com, 704-895-1230 or visit his websites at http://www.timconnor.com or http://www.SalesClubsOfAmerica.com

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