Management Matters
Conquering Sales Obstacles: How To Boost Sales In Tough Times
Conquering Sales Obstacles: How To Boost Sales In Tough Times
"Success is where preparation and opportunity meet." - Bobby Unser
Whether you’re facing good times or bad, you need to be selling. Just like the seasons, winter always comes, so it pays to plan and prepare for what is always a very predictable event. That’s why smart folks always stack their firewood a season ahead. They front-foot rather than get caught out in the cold; they think and plan ahead for all possibilities.
When do you start contacting your buyers about selling your honey or new prospects you’re hoping will use your pollination services?
Do you, like most, wait till everything’s done and the shed’s full, and then think, now I need to start calling buyers?
Who else do you think is in the market at this time? Everyone is, right!
Buyers have their pick of the crop. To move yours, you end up having a fire sale. The same goes for pollination; do you wait till next season or follow up directly afterward while it’s fresh in their minds?
You make things happen rather than let things happen to you. When you increase the volume and velocity of action, good things happen. A few years ago, I was scoffed at for stating that if you manage your own business, you need to be spending at least 50% of your time on sales year-round. In today’s climate, this couldn’t be truer. The correlation between offers made and sales is the biggest driver of profit.
Don’t be the human version of Winnie the Pooh’s donkey friend, Eeyore.
There are always things you can control, and your emotional state of mind is one of them. Before you get on the phone, think to yourself:
When your next buyer says no, be curious. Ask questions:
For example, how do you keep your buyers up to date with what stock you have, do you pre-test your honey and provide results?
When doing pollination jobs, ask the farmer who else might be interested that they know.
You are always responsible for your own situation.
You win at whatever you do—even if you do nothing, you’ll win at that too.
Remember that.
Now go take action and make it happen as a victor, not a victim.
Whether you’re facing good times or bad, you need to be selling. Just like the seasons, winter always comes, so it pays to plan and prepare for what is always a very predictable event. That’s why smart folks always stack their firewood a season ahead. They front-foot rather than get caught out in the cold; they think and plan ahead for all possibilities.
1. Plan Ahead:
When do you start contacting your buyers about selling your honey or new prospects you’re hoping will use your pollination services?
Do you, like most, wait till everything’s done and the shed’s full, and then think, now I need to start calling buyers?
Who else do you think is in the market at this time? Everyone is, right!
Buyers have their pick of the crop. To move yours, you end up having a fire sale. The same goes for pollination; do you wait till next season or follow up directly afterward while it’s fresh in their minds?
2. Your Network is Your Net Worth:
In tough times or good, it’s just as important who you know as what you know.
Your network is your net worth, and you are often judged by the quality of the company you keep.
Continue to nurture and nourish your network day in and day out, regardless of market conditions. You'll always need them.
Your network is your net worth, and you are often judged by the quality of the company you keep.
Continue to nurture and nourish your network day in and day out, regardless of market conditions. You'll always need them.
3. Take Action:
You make things happen rather than let things happen to you. When you increase the volume and velocity of action, good things happen. A few years ago, I was scoffed at for stating that if you manage your own business, you need to be spending at least 50% of your time on sales year-round. In today’s climate, this couldn’t be truer. The correlation between offers made and sales is the biggest driver of profit.
- Conversations = Opportunities
- More Conversations = More Opportunities (and less neediness)
4. Stay in the Right Emotional State:
Don’t be the human version of Winnie the Pooh’s donkey friend, Eeyore.
There are always things you can control, and your emotional state of mind is one of them. Before you get on the phone, think to yourself:
- “How can I be the best part of their day?”
- “What value or generosity can I add?”
- “What specific, useful, and valuable questions can I ask to show my sincere intent to serve their needs (rather than my own)?”
5. Make Your Conversations Count:
Don’t be critical; be curious. This is the greatest advice given to me by my sales coach. Being curious is far more constructive than being in control because it causes you to think about things from the other’s perspective rather than your own.
When your next buyer says no, be curious. Ask questions:
- “Is there anything in particular you are looking for?”
- “What are you buying the most of at the moment or what is selling?”
- “Why is that?”
For example, how do you keep your buyers up to date with what stock you have, do you pre-test your honey and provide results?
6. Get Referrals:
When doing pollination jobs, ask the farmer who else might be interested that they know.
- Your best prospects look like your best customers.
- The better your customers, the better your prospects.
- Only 11% of businesses ask for referrals. Read that again. Your existing customers are your biggest asset.
You are always responsible for your own situation.
You win at whatever you do—even if you do nothing, you’ll win at that too.
Remember that.
Now go take action and make it happen as a victor, not a victim.
Want help with your business
Book a time for a call with one of our sales representatives
