Sales professionals today are now being faced with the biggest objection to overcome. It's the Economy, Economy, Economy. Consumers aren't spending money, businesses aren't spending money, the recession is the cause of it all...RIGHT? While it is true that our economy was at it's lowest point in years and consumer and business spending did decrease, did we all stop making purchases? Did people stop buying homes, cars, real estate, advertising, electronics etc..etc? NO. What we have witnessed is the maturity of purchasing. But what is the Maturity of Purchasing? Businesses and Consumers are analyzing more data, comparing more options, price shopping but also value shopping. As sales professionals we can no longer assume our products are superior, even if they are. We can no longer push products that feed our pockets but have no real value to the end user. Selling and Winning in a tough economy will now require that your approach to the sell be based on the value your product or service will provide. Setting yourself apart will ultimately lead to better opportunities to close the sell.
Pitch Big, Stay Focused, Close the Sell
