Selling in a recession 10 top tips

• Prospecting – assess activity and pipelines. Ensure new customers are entering your pipelines, not just moving pending customers.
• Rip up your presentation. Rather than company overview etc. Start talking, stop pitching. It will be more empathic before showing how you will solve the problem.
• Focus on fundamentals of your business reaffirm with your (Unique Selling Proposition)
• Too often selective listening is chosen so the next killer question can be asked. Forget what happens next, instead ask the question and listen attentively. This will help you truly understand what your customer needs.
• Have your potential customers priorities changed? Identify how their priorities have changed and offer your different services/products.
• Address the balance and focus more on value and benefits and less on features.
• Start talking with all of your customer’s staff, not just the decision maker/s. They will tell you what movements are going on within the business. Also remember the person who is quiet and unassuming could be your decision maker’s boss.
• Networking, attending more events with key prospects puts you on the map for potential customers.
• Referrals can be a great way to get new business. We do this infrequently; remember though that you will only get results from this if you offer exceptional service clients.
• Cross/up selling – Offer great new products/services to existing customers. You need to offer added value now otherwise you will lose them.