What do the best sales people do in a down market?

1. Don’t make the same mistake twice
2. Do discovery everyday prior to contacting prospects. They look for the companies that want to solve internal and external problems with innovative ideas
3. They go the extra mile by making more calls not less, doing more networking both in person and via social media
4. They totally focus on the customer or prospect and investigate how they can solve that persons problems
5. Provide the prospect with the solution that does not include lowering price
6. Know about all the advantages of the product and the disadvantages of competitors. They develop in advance precise and concise descriptions of those advantages for every situation that could come up.
7. Exercise daily and begin the day with positive energy – never let themselves get down
8. Consistently have a valued pipeline
9. Consistently close business
10. Consistently make or exceed quota

Selling In Difficult Times

Knowing the distinct points of differentiation of your product can help you win a deal no matter who you are competing with.   In a difficult market where there are so many me to offerings, how do you sell to your prospect? What can make a prospect select your product/service over more well known brands?

One key way is to know your product inside and out and know all of the differentiating characteristics of the product.  If you or the company has not done a good job of identifying those unique points of differentiation along with understanding what is most valued by the prospect, you have a problem.  If you know the characteristics, you have an advantage and need to place an emphasis on what has been enhanced and what is unique about the product versus those bigger name brands.

Be sure to look at how you stack up against the competition when it comes to things like ease of use – is there a learning curve?  What does product delivery look like, are there any company infrastructures advantages for the customer, any customer service improvements and what does your product cost vs those other named brands?