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During times of economic turbulence, budgets are cut, spending reduced, and for salespeople, life becomes a lot harder. Many fall off the career ladder, lacking the skills to survive in the tough times. Motivation levels drop and mutterings about missing targets become self-fulfilling prophesies. It's the usual story, that whether you think you can or you can't, you're right!

Recent news has sent shivers down the spines of purchasers everywhere, from multi-national corporations to the man (or woman!) on the street. People are cutting back on many things, wondering how to weather the current storm. In many cases this is prudent, cutting spending to make up for a shortfall in sales. However, there are still buyers out there - it's just that quality, value and return on investment have become more important than ever. It's no longer enough to buy the first thing that comes along. Buyers are more aware of the price of goods and services, and the benefits they will get for their money.

So what does this mean to your average sales-focused organisation? Well, it means you can no longer sit back and expect customers come to you. It means you have to look after your customers harder and with more real value-adds. It doesn't mean you have to hire more executive boxes at sports games to do some corporate entertaining, as this isn't going to build any value at all in your product. No, it means showing them that their money is well spent with you, that you genuinely care that they benefit from your product, and that you're the best there is in your industry.

Now this, I hear you say, is easier said than done. This may be fine with existing clients who know what you're like, but how do you demonstrate this to prospects? And the answer to this is... through your salespeople! Back now to the title of this article, which is that now is the time for top salespeople to do better than ever. When purchases are being looked with so much more scrutiny, it's now that the salesperson can really make the difference. The perception a customer has of the salesperson is likely to affect the perception they have of the company and the product. Also, the salespeople who excel in a recession are going to be highly marketable when the economy picks up again. nsales.co.uk has the following tips to be the best:

1. Make more effort! Sales is partly a numbers game, and logic dictates that the more people you contact, the more potential customers you'll reach
2. Build that relationship! One call won't make anyone remember you. Follow each call with a succinct, to-the-point email summarising the conversation and alluding to a next step
3. Build that relationship further! Put a note in your diary to call the prospect again to discuss the subject further
4. Build that personal relationship! Remember the small-talk. What's going on in your prospect's life? One of mine has a baby on the way, cue note in diary in December to wish them well
5. Remember - people want to give you lots of money, so make this as easy as possible for them! Go the extra mile to save them time. Do you need an order form? Send it part-completed. Provide a SERVICE from which they will benefit
6. Questions, questions, questions! The more you understand about your prospect, the better you'll understand what's important to them in a buying decision
7. ABC - Always Be Closing! Close the customer of every aspect of your product and you should get a "yes" at the end
8. Referrals! When leads may be thinner on the ground, client referrals become even more important
9. Develop your skills! Don't stand still - subscribe to sales newsletter and articles, such as those at www.nsales.co.uk
10. NEVER give up!

Let's sell something TODAY!

Sales consultant and trainer with 10 years' experience in sales and sales management.

Article Source: ArticlesBase.com - An economic slowdown is the perfect opportunity for top salespeople to shine