Top Sales Skills needed in a Down Economy!

Economic down times are not new but, if you are new to the game of sales the outlook might be looking a bit bleak. Let’s face it; we were riding a super high economy over the past twenty years. Will it return like it was, probably not. So, how do you sell when the economy is down?

First and foremost times may be bad, but that doesn’t mean that everyone has stopped buying. We may have 10% of people out of work, but there are also 90% that are still working. People and companies are also still buying it’s just not as recognizable as it was before. Selling in a down economy now requires you to look for the new face of opportunity.

Here’s my list of top sales skills needed when your commission check has hit an all time low.

1. Reinvent your market. Change your perspective and start looking for new opportunities in your market. I’ve seen home contractors switch from building new homes to remodeling the old homes. A realtor friend of mine is now doing home staging to help sell homes vs. selling homes herself. It’s up to you whether your sales glass is half empty or half full!

2. Implement new marketing initiatives. Perhaps now is the time to start that mail campaign you’ve been avoiding, or hosting an educational seminar. It’s a lot more cost effective to talk in front of 50 prospects vs. one at a time and seminars are a great way to sell through education.

3. Reposition your sales message. The market has changed and what made customers buy from you may not work anymore. Your message should clearly hit on what is happening in the market. I know a company of web developers who now sell their services as part of a stimulus package. It’s a matter of figuring out what will address your prospects and customers are now experiencing.

Remember hoping for things to be better is a waste of time. In one of my previous blogs, I talked about playing the cards you’ve been dealt. And that’s exactly what this market is demanding. It also means not giving away your products or services and slashing prices to make a sale. Be excited and creative in your sales approach and watch how new opportunities will start to open up.

Remember, If you see your sales environment as one where no one is buying then that is what you will get. If you see it as an environment where opportunity abounds, then it will!

Happy Selling!