What happens when the dreaded "R" word appears on the horizon? Customers' spending tightens, your sales drop and no matter how much you tighten the belt, your bottom line suffers the consequences. What would happen if your sales were at least stable or even increased during a recession? Your biggest problem would go away.
Sales Factor has developed a unique sales program called "Recession Proof." Sales Factor founders Gino Sette and Tim O'Brien have been in the sales training business for over 25 years. Over that period of time they have experienced 3 recessions. Their extensive research and in-the-field experience has led them to develop a specific program to fight sales declines in a recession.
With sales decreasing you have two choices for improvement. Increase sales from existing accounts and take share from your competitors - but how do you achieve that in a shrinking market? When times get tough we all have to get smarter but what does getting smarter really mean for your sales results? It means understanding that what made you successful in the past, isn't good enough for today's economic climate. So if you're going to succeed in the present you need to do what your competitors are not doing - you have to differentiate your people from your competitor's by making an investment in them to make them more effective.
Take a look at the following "Recession Proof Program" fundamentals and ask yourself if your sales force can benefit from these strategies in today's climate:
- Gaining more and better quality appointments with new and existing accounts
- Improving appointment setting calling ratios
- Strategies for managing customer's concerns while on the phone or in person
- Strategies for leaving effective voice mail messages
- Strategies for opportunity advancement
- Strategies for stalled opportunities
- Building relationships that minimize price demands
- Listening Skills that emphasize reciprocal empathy and balance the demands of both parties
- Developing negotiation solutions as it applies to the 4 different negotiating styles
- Develop criteria to segment your territory into three Priority Groupings and developing action plans for 'creating the right mix'
Sales Factor's proven sales training systems and methodologies are straightforward and easy to learn. We create a sound-learning environment in which participants have the ability to quickly improve their skills at many different levels.
Let Sales Factor design a "Recession Proof Program" that suits your specific needs. To learn more about the Program and determine what the R.O.I. will be, please contact Sales Factor's Managing Partner, Gino Sette at 905-306-3431 or sales@salesfactor.ca.
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