By: Kathy Kent Toney, CEO & Founder of Kent Business Solutions
How many of you are in sales roles and are wondering how to sell in today's challenging economic conditions?
If that's you, Breandan Filbert, Managing Partner of SalezWorks, has some great tips.
A healthy Sales function has never been more critical than now to a sustainable and thriving business. Paying attention to this skill set and realigning your efforts as needed will provide you safe passage through the shifting winds of change we face daily.
Here are a few creative ways to accomplish this in your sales process:
1. Market Research is Vital to Your Business Development Effort
Understand and serve their needs. Most likely, something has significantly changed in how they do business to keep their customers safe and continue business operations. Find out what those necessary changes are and serve them during those changes.
2. Uncover the Right Niche to Recession-Proof Your Business
Expand product offerings or services to current clients and add value to new prospects. Ensure your chosen market is recession-proof and will weather the upcoming storms of inflation and other economic challenges.
3. Recognize Everything is a Campaign
Buyers are overwhelmed and scared right now. They don’t want to make the wrong decision. Media messages have them fearing Everything from global war to $7 per gallon of gasoline. While these may come to reality at some point, today, they are not. As entrepreneurs, we must provide solutions to compelling problems inhibiting growth and sustainability.
Removing friction from your sales process is the best place to begin serving today's buyers. Create a compelling, accessible entry point into your solution to help your prospects discover the value you bring and enable them to make a low-risk decision that leads to more opportunities unfolding.
I hope these tips helped you with some pointers on better selling your ideas or your organization's products or services. If you'd like more sales insights, you can email Breandan at email@example.com or connect with her on LinkedIn.
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I've been talking about it for a while. The manuscript is reaching its final stages of approval for the release of Michael Cantu's and my paperback, No-Nonsense Digital Transformation.
Whew! Putting this all together has taken a lot longer than I anticipated. There is so much involved in self-publishing a paperback! We hope to go live with it by the end of the month or early August.
If you'd like to learn more, click the button below!