Seven critical sales performance factors
Full article here
In brief - 120 words - 30 seconds:
Get proof that your stuff does what you promise. Verifiable evidence convinces ahead of sales skills.
Find prospects less affected by the downturn. Some are shrinking less or still growing.
Use evidence and proof to develop better messaging and multiple messages.
Cast better seeds on more fertile ground. Present better messages to more qualified prospects. Thrive on a small improvements.
Vary your approach – phone, voicemail, email, letter, post card, introduction, or fax. Like advertising, effective sales prospecting depends on repetition and persistence.
Have the customer quantify the cost of inaction. It is a brave manager who spends money in a downturn without a concrete business case.
Training works. Attend ‘Selling in a Downturn’ for the methods and tools.
Full article here
Get proof that your stuff does what you promise. Verifiable evidence convinces ahead of sales skills.
Find prospects less affected by the downturn. Some are shrinking less or still growing.
Use evidence and proof to develop better messaging and multiple messages.
Cast better seeds on more fertile ground. Present better messages to more qualified prospects. Thrive on a small improvements.
Vary your approach – phone, voicemail, email, letter, post card, introduction, or fax. Like advertising, effective sales prospecting depends on repetition and persistence.
Have the customer quantify the cost of inaction. It is a brave manager who spends money in a downturn without a concrete business case.
Training works. Attend ‘Selling in a Downturn’ for the methods and tools.
Full article here
Labels: Selling in a downturn
posted by Clive Miller @ 10:46 AM
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