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Description'Fundamentals of Selling' has been specifically designed to address the needs of salespeople operating in these tough times. It contains only core content, that is deemed relevant and central to achieving success during selling interaction. It has become increasingly difficult for salespeople to win new business let alone hold on to that which they previously classed as stable and reliable. In the rush for survival in what is now a chaotic and overcrowded market place some companies are left to settle for unprofitable arrangements with their customers. However it is some consolation to know business is being done and while buyers are armed with what they view as negotiation advantage they remain committed to obtaining 'value for money' and admit to being suspicious of 'cheap' offerings.Selling in a recession is not that dramatically different than selling in a boom and it is important for salespeople not to loose sight of the fundamentals. Salespeople still need to listen, articulate the benefits of their proposition, reinforce value and defend their 'prices'. They need to devise a call strategy that works and learn to perfect it. So while your competitors sit things out believing the good times are imminent, now is the time for you to ramp things up and increase your market share by being pro-active and taking advantage of this low cost development opportunity.
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| © 2009 David Quinn & Associates |