Selling is
The ‘gaming industry’ is full of enterprises, just like yours, endeavouring to sell their products and services to other businesses in the same game. But during ‘hard times’ like these, it can be profitable to step back from your daily focus on ‘this years sales targets’, to consider whether the selling approach you’re using, is actually the right one for such rough, unpredictable times.
Research shows that, for 90% of businesses, the way they are selling now (the way they were doing it during the ‘good times’), is not currently the best one at all. Successful selling in a hard times demands an understanding of what decision makers really seek during periods of uncertainty. Inevitably money is tight, so buyers cannot afford to make bad decisions. Buyers are accountable for their decisions and bad decisions in an economic crisis can prove costly. To ensure that bad decisions are avoided, buyers take longer to decide (in general 40% longer) and then seek safe, low risk, purchases rather than low cost purchases. Deliver confidence and safety to businesses and you will become a successful sales organisation regardless of the economic climate. Yet the big mistake currently being made by most sales organisations, in this
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simple… (It’s just not very easy)
Bob Etherington, MD of The Bob Etherington Group, explains more about how to sell in a tough climate
recessionary climate, is the belief that for most of their business customers it is ‘all about price’. So typically they are cutting their prices or offering discounts thinking this will help them to sell more. Cutting prices however doesn’t bring confidence to the seller nor does it make your product a safer purchase than your competitors. Businesses
Bingo Life
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