Sell Differently in an Economic Downturn

FEEL that you owe it to your customers to SELL BRILLIANTLY.

The media wants us to believe that people are living on the breadline and that people are not making money. The truth is that businesses are carrying on and people are still spending money. Everybody is bombarded by media coverage about the economy.

So how has this changed the way that we sell?

Customer behaviour has changed; customers are focusing more and more on the value of what they are getting. Your customers are obsessed with understanding the value of their membership price.

It's dangerous to think that your customers are not interested because they have no money. They are harder to sell to because their behaviour has changed; they want value and certainty more than ever before. If you are seeing a dip in sales, please do not assume that your customers do not have access to money.

The selling solution

An average business has an average sales process and average sales ability. If you are not comfortable selling then sales opportunities will be missed. Get rid of the fear of selling. Many people in our industry do not lack the knowledge of how to sell, but they experience discomfort in selling. Everybody who works in a club should understand that they are a salesperson and should contribute to sales success.

Remember!

  1. If you don't convey value, you won't get the sale.
  2. If you don't show belief and confidence in your product and prices, your customers will lack certainty and may even think that you could go out of business.
  3. Slashing your membership prices will not show your customer certainty.
  4. Lowering your sales and marketing effort will lose you huge amounts of money.
  5. Pay attention to sales and be on top of your sales process.
  6. Create value in your marketing.
  7. Change your mindset about selling. Get rid of the fear of selling.
  8. Sell well to serve your customers better by providing real solutions and value.

Be proud of selling. My belief is that ethical selling is a very noble thing to do. Top sellers do not just focus on making money; one of their key drivers is “making a real difference to the lives of their customers”. Top salespeople don't make selling complicated, they engage in solution-orientated conversations with their customers.

Shift your thinking to “CHANGE PEOPLE’S LIVES”
Try this mindset for the next 10 days.

Lesley Aitken
International Business Consultant
Mobile: +44 (0)7815 800 939
www.fitpro.com/business/training