Improving Sales after recession
After the initial shock of the recession of 2009 had worn off and the worst of the predictions had proved to be extreme, companies were suddenly casting around for new ways, not to do business but to survive.
Organizations that were operating in a climate of demand were accustomed to simply walking out the door and finding business waiting for them. It was a cake walk. Companies were looking at how they could grow their business, diversify their products, increase profits and get more staff in to grow, grow, and grow.
Once the recession had settled in, companies changed radically to asking questions like how they could back out of signed contracts, or how they could avoid spend previously budgeted monies. Cost cutting, redundancies, saving money on peripherals or indeed on important items was now the name of the game.
If there was any satisfaction left, it was in knowing that globally, in all markets, many of their client companies would be having the same problems. All deals signed or not, were at risk and if a company could cancel a deal and save on the projected spend they would.
Sales teams traditionally earn most, if not all of their salaries from commissions, and despondency hit hard. Strong managers were needed to lead the teams out of the wilderness. It was no good applying old techniques to the new market conditions.
Sales gurus put their minds to the problem and came up with a new strategy. Out the door went wild promises and clever tricks, and in came a sales technique based on honesty and integrity.
To succeed in this market now requires a sales person who understands not just his or her product but his or her customers as well. A sales person needs to improve sales by looking at the people and the companies that they sell to. Identifying what their main problems or needs will be through actually conversing openly with them is the new technique. Improving sales needs to be based on helping clients resolve their problems and even save on budgets that they regard as already committed.
The idea is to win the hearts and minds of your customers so that they will continue turning to you for assistance due to the transparent way you have handled them and their needs. Even if your relationship consists mostly of listening you will be the first person they think of when they do have a new order.
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