1 / 12

Selling in a Tough Market

Selling in a Tough Market. Presented by Joe Ellers. Its hard to believe but you make your own economy. For most organizations, recessions are optional All you need to do is (at least) one of the following: Find a few more pieces of biz to work on Close a higher percentage

floramaria-catalina
Download Presentation

Selling in a Tough Market

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Selling in a Tough Market Presented by Joe Ellers

  2. Its hard to believe but you make your own economy • For most organizations, recessions are optional • All you need to do is (at least) one of the following: • Find a few more pieces of biz to work on • Close a higher percentage • Simple but not easy…

  3. What the best do… • Understand reality • Know the numbers • Be clear on what you want • Keep on keepin’ on

  4. Understand Reality • What is really happening? (Don’t get your economic news from the press, get it from the customers) • If they’re still in business, they can buy, you just might have to work a little harder

  5. Know the numbers • What did you actually quote last year? How many opportunities did you work? • How many opps were converted to quotes? How many quotes did you win? What is your kill ratio? • How much business did you see?

  6. Be clear on what you want… • You know the drill: • What do you want to sell? • Who do you want to sell to? • Why should they buy from you? (Now?) • What does a good order look like? • How many sales calls should you make? (Now?)

  7. Keep on keepin’ on • Don’t slack off—speed up • Don’t assume that they aren’t buying • A special word for the managers: Don’t cut back on marketing, management or training

  8. Remember this equation • Sales power = More opportunities than you need • Get clear on what you need

  9. Sometimes they call you… • Pay attention to the opportunities—not just the wins • When the opportunities fall below the “Mendoza” line, you have to do something different:

  10. CALL THEM! • Get your list together now: • Which organizations do you want to call? (Who is most likely to have work that you can win?) • Who do you need to speak with? • What do you need to talk about?

  11. Don’t forget: Sales = Process • Target who you want • Talk to the right people • Find a piece of business • Get qualified • Give them a price • Get the order (or don’t) • Keep your pipeline full = healthy personal economy

  12. So, what do you need to do to keep a full pipeline? • Find new customers • Contact existing/old customers • Find new people within your existing customers • Identify projects • How much of that are you doing right now?

More Related