Over the last ten years, we have enjoyed a thriving economy. Salespeople have been hitting their targets, consumer spending has been high - selling goods and services has been relatively easy in the majority of Australian industries. Most sales processes and models have been successful to varying degrees, and the requirement to cultivate superior selling skills has not arisen.
The question is, do your people involved in selling have the skills, confidence and competence to be able to sell in an environment where customers are uncertain about the economy, are tightening their purse strings, and are fast becoming more astute and savvy with their purchasing dollar?
The answer is profoundly simple, and also absolutely essential right now.
In an economic downturn, uncertainty is high and the purchasing purse is tighter. The barriers and walls that potential clients put up are higher; and customers make very carefully considered buying decisions.
Here is the simple two word answer - TRUST and UNDERSTANDING.
Customers will buy from people that understand them and their problem.
People never buy products or services. They buy solutions to their problems. It is just insanity that people in the market place are trying to push products onto people, and when that approach is taken, it is a guaranteed recipe for going down the drain in a recessed economy.
Additionally, when customers are evaluating how they are going to spend their dollar, they will not give money away to people that they don’t trust. Buyers are more fearful and suspicious in an economic downturn, and companies and people need to earn their trust before they buy.
Once you have earned their trust, customers want to be able to trust that what you have will solve their problem.
When you and your salespeople have the skills, the mindset and the languaging of trust and understanding, you will shine brightly and grow in any economy!
If you would like to know more about recession proof selling, do a search at Lightspeed Mastery under the authors name of Ari Galper. You will find great materials on trust based selling.
Natasha Howie
