Your email:

"Sales Shift" Award 2013

2013 Silver Medal Top Sales & Marketing Book

Order Frank's Book, "Sales Shift: How inbound marketing has turned sales upside down making it more difficult and more lucrative at the same time"

         Or Ask for Help 

               Email Me


Kurlan & Associates on LinkedIn

Belzer Article Series

My Training in Asia

Follow Me

The Sales Archaeologist

Current Articles | RSS Feed RSS Feed

Help your Salespeople Help Others and Sell - Yes Even in this Icy Economy!

Posted by Frank Belzer on Sat, Sep 19, 2009 @ 06:53 AM
Frank Belzer is the Sales Archaeologist and Author of Sales Shift.

When we first entered into this mess about one or some say as early as two years ago, there were many salespeople that were not used to tough conditions. Those that are still selling have gained some valuable experience and when things eventually start moving this perspective should make them more effective.

I know - "that's nice - but what about now?"

The facts are that in this somewhat frozen economy there are things that your people can do to keep the numbers where they need to be.

To begin with - let's think about a literal freeze, an Ice Storm shows up while you are working and leaves 1 to 2 inches of solid ice on everything. Do you not go home? Are you trapped in your office forever? Can you not go next door to Starbucks and get a coffee? Of course not. But notice what does happen to your behavior when conditions freeze:

  • You move much slower.
  • You make fewer or no sudden movements.
  • Tiny steps.
  • Maintain balance and hold onto something.
  • Complain about the Ice.
  • Remember bad falls or accidents from your past.

So in these ICY economic times your buyers are doing the same things. They are still buying but they need help and guidance more than ever. If your sales people can be consultative and help them they will find opportunities to make those sales.

Tags: , , , ,


It is icy and people do need help.Sales people need to differentiate themselves from the mass of noise and guide clients. You are right consultative questions help do that.

posted @ Tuesday, September 22, 2009 6:06 AM by George

Comments have been closed for this article.