In today’s economic climate, emotions and stress are running high. The fear that grips most of the nation is unlike anything we have seen for many years.
Buyers have become more cognizant of what they are buying because money is becoming a finite resource for many companies. More importantly, they invest their money where it will give them a quick and seamless ROI. Buyers’ BS meters are finely tuned; I can’t blame them.
Gone are the days of expendable cash and resources; in are the days of “lean.” Therefore, it is important to understand that the climate will affect the way you market and sell.
For instance, if you were to sell to the analytical side of the brain while times are good, this approach won’t work in today’s environment. Many buyers have emotions and fear about what is going on in our economy, as a sales person you have to recognize this and change your approach.
As a leader with more than 15 years of experience in sales, here are six solid tips to improve your selling approach:
- Be Passionate: Care about the product you are selling and stand behind it.
- Know your Buyers: Discover what drives your buyers, such as their personal and professional dreams.
- Connect with Buyers: Align your approach with those dreams.
- Be Genuine. Care about the people you are selling to; everyone has a unique and helpful story.
- ‘Do Work Son’: Leave your place of employment feeling emotionally and physically drained. (That means you left it all on the field.)
- Have Integrity. In every word written, spoken or promised be honest and do it right.
Emotion is one quality all of these tips have which empowers you to connect with your buyers and serve them more effectively.
How do you sell differently today (than you did before)? Share your advice and tips in the comments.
