Selling in Tough Times
December 7, 2009
Recession Selling 101
By Brian Tracy
Sales and profits down this year? Frustrated with the current economy?
Are your customers coming up with more and more objections? Are they telling you the price is too high, they’re not ready to buy right now, want to think about it, can’t get the boss to approve it, or worst of all, "aren’t interested," when you know for a fact they need your product or service.
What’s your plan?
So how can you ramp up sales in this tough economy?
Take Action to Find Out What Works
I’m amazed at the number of savvy business owners I talk to who complain about their sales. They have the idea stuck in their heads that this recession is bad and there is nothing they can do about it.
Nothing could be further from the truth!
Did you know Bill Gates started Microsoft during a recession?
Just because money was tight, it didn’t keep him from becoming the most dominant software provider in the world. And he didn’t accomplish this feat by blaming the economy.
Recessions only come along once every ten to twenty years and ones like this only happen every 50-70 years. And they create huge opportunities for those quick enough to take action and use them to grow their business. People like you!
Find out how you, too, can profit from this economy.
Shift Your Selling Strategy
When I first started out in business, I didn’t know how to get past the common objections that were killing too many sales. But then, when I went through my first recession, I discovered one simple truth about selling.
I’ll tell you what it is in just a second, but let me ask you two questions first:
- Who are prospects more likely to believe; themselves, or you?
- Who is better at closing the sale; the prospect, or you?
The Truth About Selling In Tough Times
The simple truth about selling—and the secret to selling more—is that your prospects are better at closing the sale than you are, if you lead them to it.
Once you understand this and put this breakthrough technique into practice, you’ll close many more sales. This approach turned my career and my business around in the midst of recession and changed my life. It can do the same for you.
Why is it so easy to increase sales when the prospect does the selling instead of you?
Close More Sales By Pre-Selling Your Prospects
The ideal prospects have already heard about you and your products and services and know that you’re the expert to turn to. They’ve heard from people they trust that your products and services work well, so they understand their value.
Prospects like these arrive ‘pre-sold’ and ready to buy from you. Getting them to close the deal becomes a foregone conclusion when you use this amazing selling technique. The result? You’ll close many more sales with a lot less effort.
Don’t you wish you could ‘pre-sell’ all your prospects? Instead of spending your time countering objections from prospects, you could be talking to people who want to buy. Discover how to structure your sales process, establish your credibility, and clarify the value you provide so your prospects ‘pre-sell’ themselves.
Ready to learn the secret to pre-selling your prospects so you can grow your business?
Eliminate Obstacles to Maximize Sales In This Economy
If you drive to work every morning, I don’t have to remind you that it takes much longer to get to work in rush hour traffic. Even a well-designed and well-built freeway slows down to a mind-numbing crawl when it’s overloaded with cars.
Nothing is more aggravating. You’ve got a well-tuned driving machine that could easily do 60 miles an hour and get you to work in 15 or 30 minutes. Instead, you can spend an hour or more stuck in traffic.
Your prospects’ objections are like the cars in that traffic jam, slowing down the sales process. Eliminate those objections in advance, and you and your prospect get to the sale in half the time.
Move the obstacles off the road and clear the way for your prospects to buy. You’ll melt their resistance and sell more of your products and services—again and again.
Want more sales and higher profits?
To earn more, you must learn more.
To order one of Brian Tracy’s best-selling books or CDs on sales, such as ‘Advanced Selling Strategies’, ‘The Psychology of Selling’, and ‘The Art of Closing the Sale’, call our office now on 1300 795 129.
