So, What Do You Do When Customers and Prospects Don’t Want To Spend Money?

There is, indeed, a secret to meeting sales goals in times of tight fists". The secret is re-think your own habits of selling.

Positive Things to Consider During Economic Down Times:

1. People like to buy from people they know and trust. Go back to exiting customers and get to know them again.
   a. Take them small customer loyalty gifts.
   b. Show them new products you may have never shared with them.
   c. Engage them again in a strong customer relationship.
2. People don't want to take risks when money is tight. Show prospects the safest way to complete a sale with the most effective delivery of products or services.
   a. Demonstrate ways you save them money.
   b. Show them ways other customers have benefited from using your products or services.
   c. Assure them of the ease of the sales process.
3. People always want to feel they have made a good investment when they have to be monetarily accountable.
   a. Apply their specific needs to the long term savings in their investment with you.
   b. Introduce them to employees, in your company, that can assist them in each part of the delivery process.
   c. Make sure you allow them easy access to you should questions
   or issues arise.

Positive Ways to Consider The Prospects' Position:

1. People like to know their company and you, the sales person, have a good working relationship.
2. People like to feel important all the time.
3. People want to be surrounded by the familiar.

Positive Ways to Consider Yourself:

1. People want to buy from experts. Position yourself as a consultant sales person
   in your field of expertise.
2. People want to buy from the trustworthy. Position yourself as one who follows through on your promises.
3. People want to buy from those who care. Position yourself as the one who cares the most and they will remember you, first, when it is time to buy.

The secret is to re-think your selling habits. Let's face it, your tired routine may need a gasp of fresh air. So, get rid of negative thoughts, go after your existing customers, continue to build new prospect relationships, and ask for the sale once you're in front of the buyer. Remember, it could be YOU that is making this slower buying trend seem dismal.