Selling in a Tough Market
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Transcript of Selling in a Tough Market
Joe Ellers’
SpeSpeed-Changeed-Change
SystemSystem
For Sales Professionals & Sales
Managers
“The Fastest Way to More Sales, Better Management
& Total Predictability”
Consulting Consulting AssociatesAssociates
Joe Ellers
Norman Reid
www.JoeEllers.com
864.654.3997
Copyright 2008, all rights reserved. Consulting Associates
Selling in a Tough Selling in a Tough MarketMarket
Presented by Joe Ellers
Its hard to believe but you make your own economy
For most organizations, recessions are optionalAll you need to do is (at least) one of the following:
Find a few more pieces of biz to work onClose a higher percentage
Simple but not easy…
What the best do…
Understand reality
Know the numbers
Be clear on what you want
Keep on keepin’ on
Understand Reality
What is really happening? (Don’t get your economic news from the press, get it from the customers)
If they’re still in business, they can buy, you just might have to work a little harder
Know the numbers
What did you actually quote last year? How many opportunities did you work?
How many opps were converted to quotes? How many quotes did you win? What is your kill ratio?
How much business did you see?
Be clear on what you want…
You know the drill:
What do you want to sell?Who do you want to sell to?Why should they buy from you? (Now?)What does a good order look like?How many sales calls should you make? (Now?)
Keep on keepin’ on
Don’t slack off—speed up
Don’t assume that they aren’t buying
A special word for the managers: Don’t cut back on marketing,
management or training
Remember this equation
Sales power = More opportunities than you need
Get clear on what you need
Sometimes they call you…
Pay attention to the opportunities—not just the wins
When the opportunities fall below the “Mendoza” line, you have to do something different:
CALL THEM!
Get your list together now:
Which organizations do you want to call? (Who is most likely to have work that you can win?)Who do you need to speak with?What do you need to talk about?
Don’t forget: Sales = Process
Target who you wantTalk to the right peopleFind a piece of businessGet qualifiedGive them a priceGet the order (or don’t)
Keep your pipeline full = healthy personal economy
So, what do you need to do to keep a full pipeline?
Find new customersContact existing/old customersFind new people within your existing customersIdentify projects
How much of that are you doing right now?