News from Efficio

Efficio launches a new sales effectiveness workshop for small businesses.

Topics and Tips of Interest

Selling in a Recession

How can sales survive during a recession?  Although there are no “magic bullets,” measures can be taken to help sales navigate in these turbulent times.

Concentrate on disciplined, focused sales execution and
improve sales effectiveness.

• Analyze your successful sales.  What were your lead sources and why did your customers purchase your products or services?  Do any of those reasons fit a recessionary “message?”
  
  
• Speak with your customers.  Discover the challenges they're facing and find out how you can help them. "Shore up" any service issues you might have with customers as your competition will aggressively pursue them.
  
  
• “Over prepare” prior to contacting a lead.  Research the company, recent news, its challenges and initiatives.  Prepare discovery questions appropriate to the prospect’s “title.” Set yourself apart from the competition!
  
  
• Improve and target your prospecting.
  • Identify companies that might need to purchase your product or service during a recession.  They’re probably seeking means to cut costs or maintain, improve revenues.
  • Identify the “buyers” of your solution within those companies and craft a compelling message appropriate to the specific buyer(s).
  • Execute a targeted campaign.  Measure results and refine!
• Match your sales process to the prospect’s buying process.  Ask early in the sales cycle about the prospect’s “buying process.”  The process has most likely been changed to meet more stringent purchasing edicts.  Adjust your sales process and tools accordingly.
  
  
• Sales managers:  mentor, measure, and mentor again!  Avoid the urge to “jump into the field and sell” at the expense of your reps.
  
  
• Eliminate “time vampires.”  Inventory and minimize those tasks that interfere with prime selling hours:  email, administrative tasks, telephone and internal interruptions.