HTSS96 - How to prepare for selling in tough times and bad economies - Scott Sylvan Bell

<p style="text-align:center;">How to prepare for selling in tough times and bad economies </p> <p>You will see industries and entire sectors in business struggles. This happens for many reasons and not all of the issues are created equal. If you really want to learn how to be a closer in sales you will need to learn how to deal with the ups and downs of business. You can find that the problems come down to:</p> <ul><li>Seasonal selling</li> <li>Ups and downs in the economy</li> <li>Industry take over</li> <li>Changes to a business sector – gov / natural</li> </ul> <p>Learn how to sell more </p> <p>Know the go to move for everyone else is going to be massive discounts when your industry struggles. You will see endless discounting, price matching and bundled efforts just to close deals Companies can push for skinny deals just to show some sort of revenue.  </p> <ul><li>Quick discounts and price matching shows a flaw or weakness in a business plan</li> <li>Lack of preparation is a lack of strategic planning.</li> <li>There is a lack of confidence from the company or the team</li> </ul> <p>How to successfully sell for the long run </p> <p>The ability to get really good with your presentation will separate the pros from the joes.  This is all about sales basics mastery and mastering your sales presentation. You will have to give the same presentation over and over again. You will want to map out your sales presentation and look for what you are doing right and wrong. Here is the format for a generic sales presentation:</p> <ul><li>Rapport</li> <li>Discovery (pain / problem / risk)</li> <li>Commitment</li> <li>Presentation</li> <li>Close</li> <li>Objections</li> <li>Follow up</li> </ul> <p>Recording your sales presentation and then having it transcribed is a pro level move. Once you transcribe your best efforts you will want to build a checklist of what a good sales presentation is. Once you run a sales call you will want to verify you did everything you could to be consistent