Home - Contact - Sitemap      
  • 100,000_salespeople.jpg
  • global_companies.jpg
  • helping_companies.jpg
  • insufficient_talent.jpg
  • sales_quotas.jpg
  • vision_knowledge.jpg
  • you_recognize.jpg

Use the Economic Upswing

20130106-205528The stock market has been steadily improving over the past few weeks. Somewhere in between 10-30% increases in Europe. Although not all the economic indicators are showing signs of improvement, we in sales should use the small, but important positive signals in our favour.

Now is a great time to plan for the level of success you want three months, six months, a year from now, and beyond. Define your strategy and tactics now. Be better than the ordinary sales person. Let's look at some ways to do that.

Manage Your Best Accounts - the last step in The Collaborative Sale under "Implementation"

First, maintain and grow what you have. Your competitors might be reading this and are targeting your best accounts. Do your Customer Annual Reviews (CAR), do those bi-annually or even every 3 months. Have your regular contacts with your decision maker in those best accounts. Don't assume everything is OK if you don't hear from them. Be proactive and ask what else you can do for them. In your CAR discuss the results of your current and past projects, solve issues that arose along the way, discuss new business initiatives.

Contact your Sponsor on your inactive accounts for information

They became inactive for a reason. Find out why and fix it if you can. If things were not going well for them and they struggled during a downturn, be there when they ride the wave up. Also in this case, when they are existing customers, make sure you plan your CAR.

Determine Your Strengths – do the exercise with the differentiation grid [or ask me again]

Differentiate yourself and your company. Specialize. Define your niche and sell into that niche. Become an expert in a certain area.

Referrals – Ask for them

When making your regular "Decision Maker (Power Sponsor)" calls, make it a point to ask who else they know who might also be able to take advantage of the same types of benefits/results they receive from you. People who run businesses that are thriving now likely know similar people. And, did you write your reference stories, so that you tell new potential customers the correct and complete, nameless story.

Have a Thought Leadership attitude

Behave as a Trusted Advisor and not a seller. Again, be different from other sales people. Sure, you'll still hear, "We can't do anything now." Discuss the customer's future ideas, and build a vision of how you and your company align with these ideas.

Stay in Touch – check the quality of your relationship, build value into your relationship work

For the people who aren't buying today, be sure you're the one they think of first when they are ready. Email regularly with value-added ideas, tips, and industry information. Send articles. Personal handwritten notes. Also check these: did anything change in the Official Role; any changes in Decision Making levels/people; what is the Quality of your Relationship really; who are influencers at your customers and what are their preferences.

Smart Prospecting – spend time on preparation

Understand your market, your sales territory. Define you're a, B and C accounts. Get more in your pipeline. Don't just "smile'n'dial" for the sake of activity. Target wisely. Learn about them before speaking with them. Tailor your opening statements and questions to their situation. Always have your questions ready with you for every interaction. Be prepared to tell a compelling success story.

Provide Personal Value To Your Buyers –remember PPVVC

One of the strongest human motivators is survival. And it applies in the work environment. You likely know more than one person who has been downsized. Take interest in your customers personally, and help your buyers on a personal level "How has your job changed in the last six months? Three months?" The V for value has an economic and a personal touch.

Follow the Money, but still prove the ROI -not only a TCO, remember why not TCO?

Some businesses are unaffected by the economy, and others are doing better than ever AT THIS VERY MOMENT. Where are these opportunities in your world?

Upgrade Yourself

If you were going to run a marathon up a mountain, you'd probably work out and get yourself into better shape. Well, if you're going to thrive in this economy, you need to have your skills and attitude in top shape as well. Are you on a regular "sales skills self-improvement" workout schedule?

Be Creative – Stretch Your Creativity

Say "Why not?" a lot more. Why couldn't you go after a bigger sale than you've ever made up to this point? What's the most unusual way you've ever found a new customer? Try it again.

Negotiate for the Long Term – if you negotiate your prices downwards, you'll never get those on the correct levels anymore.

Keep in mind that today, it might be worth it to be a bit more flexible in negotiating a first sale with a new customer, IF there is long-term potential. Don't give without getting.

Work Harder

Show me the sales rep who is doing well today, and I'm wagering he or she is hunting now and has a better strategy and tactic than everyone else. Can you kick it up a notch?

Ask More, but understand why that is and be prepared with a Pain Chain. Your competitor does not do this, not yet or forgets to do it.

I don't believe sales is "just a numbers game," but I have proved to myself many times over that the more you ask, the more you get.

Set Goals and track the timing, always schedule a follow up to check goals. It is easy, communicate, communicate and do not forget to communicate.

If you want to reach a destination, you first need to know what it is, and where it is. Let's face it, there are no secrets here. The key is in doing something. Come on, get busy!
  • be informed.jpg
  • be value.jpg
  • centre consulting.jpg
  • imtech.jpg
  • lindorff.jpg
  • mb-tg.png
  • n&s.jpg
  • Noordhoff.png
  • resourches.jpg
  • royal dirkzwager.jpg
  • sysgo.jpg
  • tass-logo.jpg
  • traxion.jpg
  • unit 4.jpg
"It is not the strongest of the species that survives, nor the most intelligent that survives. It is the one that is the most adaptable to change."
Charles Darwin
Contact us

Wendrickx & Partners

Smederijstraat 2

4814 DB  BREDA
The Netherlands

+31 76 530 2323
This email address is being protected from spambots. You need JavaScript enabled to view it.