SELLING SKILLS DURING ECONOMIC RECESSION
No one needs to tell us that we are in a recession. The only fact available is that no one can predict how long
this recession will last and the shape of the recession because of certain complexities in Nigeria.
How To Know If Your Sales Teams Need This Program
We encourage you to score your sales team on the following questions to determine if this course will truly help.
Give a 4 if your sales team can already teach others how to accomplish it.
Score a 3 if your team can think of some ways to achieve the outcome.
Allocate 2 points if you are unsure.
Give a 1 for a guess.
Use thoughts and thinking to affect sales results
Increase access and influence in existing customers
Find new customers less affected by the downturn
Recognise likely prospects without having to call them
Get through and get a hearing when they won’t take your call
Get an introduction when you have no links
Skip deals that won't happen, can’t be won, or won’t be worthwhile
Have people tell you the things they would rather not
Find out how much will be spent when people would rather not say
Speak with all decision influencers even when you are blocked
Have people develop their own irresistible value proposition
Set up a sales process agreement that turns the sale into collaboration
Set yourself apart through a proposal or presentation
Have customers press themselves for a decision
If you score over 50, we concede. You do not need it.
Scoring 30 to 50? A refresher will equip your team to soar.
Less than 30? Your sales teams have everything to gain and nothing to lose when they attend this program.
Research has shown that business development training can deliver significant benefits to the organisation especially during a recession.
Training your employees that are responsible for sales can only help boost sales figures.
The following underscores unidentified sales challenges that many organisations face:
Continuous training gives 50% higher net sales per employee.
Over 60% of the people making their living in sales don’t have the right skills to be successful.
This is a high risk for a period like this.
91% of customers say they would give referrals but only 11% of sales people ask for referrals.
80% of sales require 5 follow up calls after the meeting but 44% of sales people give up after 1 follow up.
70% of people make purchasing decisions to solve problems. 30% make decisions to gain something.
39% of buyers buy a product or service according to the skills of the sales person rather than price,
quality or product or service feature.