Motivating a Sales Team – Selling in a Down Economy
Posted on | February 12, 2010 | No Comments
Well there’s no doubt about it. Selling in a down economy is tough. The secret obviously is not to give up. There are people out their buying, and most likely there are people interested in your product, you just have to find them.
In sales there are really four sales motivators customers must have in order to make a purchase.
One: The customer must like you.
Two: The customer must like the product
Three: The customer must like the company.
Four: The customer must agree with the cost to benefit ratio.
If any of these four are not achieved, making the sale is much more difficult if not impossible. Think about it. If the customer likes the product but doesn’t like you the sale will be hard to close. If the customer likes you, but not the product, again, no deal. If the customer likes you, likes the product, but doesn’t like the company again, hard to close. And last but not least if the customer likes you, the company, the product, but doesn’t see the value then sorry, no sale.
In a down economy like this one I have some simple advice. One, much more diligent about getting out there and meeting new people and meeting potential clients; NUMBERS MATTER. Two, do everything you can to meet the four sales motivators. You will want to pay a lot of attention to the last sales motivator, “Cost Vs. Benefit” . If you’re not making the sale, then most likely you need to either raise the perception of the benefits, or reduce the cost so the benefits out way the cost.
If you can’t reduce costs, then make darn sure the benefits are being addressed properly. Addressing the benefits properly means the benefits must be important to the customer you have in front of you, not important to the client you just spoke to yesterday. If you know know how the customer in front of you can benefit from your product or service then you better start asking a lot of good probing questions.
Tags: Motivating a Sales Team > motivating employees > motivation > Sales Team Motivatio > what motivates employees
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