Inside Sales Stimulus Tips
It’s a double whammy - selling during the holidays and navigating your way through a bleak economy. Consider yourselves lucky that you still have prospects responding to their emails and answering their phones - and you and your contacts are not among the 533,000 of people who lost their jobs last month.
Most inside sales warriors are Millennials (born sometime between the 80’s and 90’s) who are used to easier economic times, so selling through a downturn is new and scary. It will be a bumpy ride, filled with lots of false starts but the mavericks will actually thrive through it. The good news is that you will get through this time - and you’ll actually end up better at your role and with more new business than you started.
Did you get a stimulus check in the mail? How about some sales stimulus tips to help get you the month and position right to start the New Year:
- Cut your losses. Stop selling to No-Po’s! During tough times, they come out in droves. Remember - these people have No Power, No Potential, and No Purchase order will ever come out of them.
- Press refresh. It’s time you look at various delivery methods and refresh your old and tired PowerPoint slides.
- Diversify your portfolio. Don’t just limit yourself to asking B.A.N.T. (Budget, Authority, Needs and Timeline) questions. Dig deeper and reconfirm as you go along.
- Where’s the payoff? It’s not enough to just listen for needs to uncover needs. Start listening to how your product/service can save money, cut expenses, and work more efficiently. It’s all about ROI.
- Stay liquid. Build the strongest pipeline you can build and allow for attrition. Keep it strong and steady and don’t get into desperate discounting.
- Stop panicking. Spend at least four hours per week in planning and strategizing mode. Take a hard look at your territory, account structure, and value prop, and plan into next year.
- Test your risk tolerance. Objections will come at you in many forms, and more of them will land on you. Learn to surf this wave and become resilient.
- Turn up the marketing volume. Become a marketing maverick! Increase your touch points and give them something different each week.
- Buy commodities. Remember - you are a high-priced commodity for your company. Strengthen your talent, your level of influence, and your self-worth.
- Learn when to sell and when to hold. Watch out - social network fatigue is setting in. Choose a few social networking venues and link with quality, not quantity.
Upcoming Book Announcement- Due Fall of 2009
Josiane Feigon is proud to announce Smart Selling from the Inside Out, the must-have skills sourcebook for inside sales. It is written with inside sales insights from the cubicle perspective, check out our Cubicle Chronicles video. |
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This has been a supreme year for TeleSmart, and I am grateful to my fantastic clients, colleagues, and sales warriors. Our TeleSmart 10 program was delivered all over the globe. Inside sales champions rock! Whether you are selling in Dubai or in Italy, No-Po’s are a common language for everyone.
There’s so much in store for 2009. Next month, our highly anticipated 2009 Hotlist: What’s In/Out in Inside Sales is back with a surprise “Inside Sales Recovers from the Bailout” eBook. |
Sales Kick-offs
Coming Up?
Inside sales needs their own track, don’t you think? Invite Josiane Feigon to speak at your next kick-off. I guarantee it will be memorable, informative and the best 2009 investment.
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