How to sell in tough times

Salespeople know that business goes through cycles of good times and bad times.  During the good times it’s easy to sell products and services.  So easy in fact, that we often fall into bad habits.  In good times we can make some mistakes, be a little sloppy in how we manage ourselves and our customers and still do okay.  Tough times are different.  Tough times require salespeople to tighten up their game, start paying more attention to the basics of selling and focus on doing everything right.   In bad times there is more competition and less room for errors.

Here are some tips to keep your sales funnel full in a tough economy:

  1. Control your mindset.  This is more than just thinking positive; remember that how you think affects your self-image, self-confidence and sales results.  Don't dwell on all the negativity out there, whether it is in the newspaper, on TV or the people you hang out with.  Too much negativity can be paralyzing.  Avoid naysayers and be selective in choosing the information you use to feed your mind.
  2. Invest in self-improvement.  You should always be learning and developing your skills through books, audios, videos, classes and seminars.  There is never any excuse to stop developing yourself.  In tough economic times the better trained and educated will have the edge.
  3. Develop and enhance your network.  When things are tough we often neglect our friends, family and colleagues.  This is a bad thing because how well you do in life really does depend on who you know.  Reconnect with your old contacts and start making new ones.  You will go much farther if you’re well connected than if you try to go it alone. Stay visible, join a networking group, and start participating in forums online that address your profession and interests.
  4. Sit down and review your goals.  Don't have any?  Then take some time, maybe a day, maybe an afternoon, to come up with some realistic goals to make it through these tough times. Be sure to use proven goal setting methods - Be specific, assign deadlines to your goals, and include process goals.  Now more than ever you need a plan.
  5. Take control of your time.  Do you manage your time well?  Do you use a contact management system?  A day planner?  A to-do list?  Are you spending your time by wasting it?  If you aren't already, start using a planning system that works for you.  You need to use a planning system. This alone can add significant dollars to your bottom line.
  6. Manage your biochemistry.  By this I mean pay attention to your diet and start exercising.  What does this have to do with sales?  Everything.  In sales and business the one with the most energy and vitality wins.  Manage your diet to control your energy levels and to present a nicer appearance.  If you’re overweight start making better choices and lose a few pounds.  The evidence is indisputable; you will sell more when you appear healthy, fit and attractive.
  7. Be open to new things and prepare for change.  Think back ten to fifteen years.  How much have things changed in that short time period?  Well, not only are things going to continue to change, the pace of change is going to accelerate.  We have two choices, let change overwhelm us or learn to anticipate, prepare and adapt to the changing business, technological and social landscape. Change does bring challenges and opportunities. Focus on the opportunities.
  8. Leverage technology.  Social media is opening up new opportunities to connect and network with customers, colleagues and friends.  Are you taking advantage of social media sites like Facebook, MySpace and LinkedIn?  These offer very effective ways to network and collaborate with others.  They are only going to grow in importance.  Get onboard now.
  9. Get yourself on the internet.  This is really an extension of leveraging technology.  People are turning more and more to the internet for information, contacts and to buy things.  Since this is where everyone is looking it only makes sense for the sales professional to familiarize themselves with the technology and power of the Internet?  If you don't have your own website or blog it's time to get one.
  10. Make a Commitment to being the absolute best salesperson you can be.  While this may sound trite it really is a powerful part of being successful.  The committed individual has the power to take control of their destiny.  When your committed you will do what it takes to succeed.  Commitment opens up your mind to the possibilities that the changes around you present.

These ten things are the core elements of how a salesperson should think and act.  These are the habits of a champion and, in a tough economy represent the only way to set yourself apart from both your peers and the competition.

Keep in mind that the habits you followed when things were easy are a recipe for failure in tough times.  The old methods no longer work effectively.  Sales methods, and what it takes to be successful, evolve with technology and the economy.  Take some time to review your sales efforts in light of this list, even if you think you’re doing ok.  You will be glad you did.

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