Selling Through a Slump

By most accounts, the recession appears to be behind us now. However, despite turning the corner, there seems to be a lingering "hangover" that is making for a somewhat lethargic business climate. As things pick up heading into the christmas season, I thought this eBook may be helpful to you as a kickstart for your sales process.

You can download this book here

Selling through a Slump contains the best of the best—Top Ten (and more) lists on how to sell in a recessionary market from well-known sales experts like Jill Konrath, Charles Green, and Dave Stein

• This eBook includes selling advice for the following
  Retail, Public Sector, Insurance, Law, Health, Accounting, Telecommunications, Technology, Services, Media, Manufacturing


• Each of these top 10 points are expanded on in the actual eBook. For brevity, I only included the titles


• As you'll notice, each industry has unique tips, many of which are revelvant and transferable to other industries
  
  RETAIL


• Managers, get on the sales floor


• Don’t wait for business to get back to where it used to be.


• Hold a “talk to our customers” event


• Distribute a daily insider sheet to your browsers.


• On busy days, place a manager outside your store


• Hire sales people to sell, not customer service people


• Create an invitation-only promo where your customers determine the invitation list.


• Ask your front-end salespeople where your company is missing opportunities at the store level.


• New and different sales training can help you weather this new and different selling environment.


• Teach your employees how to reach out to their personal and family networks
  

LAWYERS

• It costs less to delight a client than it does to frustrate him.


• You’ll never be passionate about selling yourself until you start searching for clients you’ll be passionate about serving


• The most effective way to get new clients is to impress old ones


• When meeting a potential client, don’t sell your competence, sell your compassion.


• Recognize that while it is usually easier to ask for new business from prospective clients than it is to ask for more businessfrom current ones, it is rarely more profitable.


• The most compelling thing you can sell to a prospective client is more sleep.


• There are (at least) 10 things your clients wish you’d do differently, and I bet you don’t know what they are


• If your clients can go months without hearing from you, they can go forever without recommending you.


• Never assume your current clients know all you can do for them


• The single best sales strategy in the world is to find your best clients and ask them, “How do I get more clients like you?”