The 3 Secrets of Getting More Sales in a Low MarketIS THE WORST RECESSION OVER?
As you are evaluating what this topic is all about, you may be wondering if the global financial meltdown is finally over for good. You may be curious whether the global competition in price is slowing down. And you are thinking: “ How are you going to get more sales when the market has barely recovered from one of the worst recession in years since The Great Depression? “
You may even think: ” I’ll be lucky to even stay in business so far.”
I constantly ask my participants in my seminars and workshops how they are coping with the drastic change in the marketplace since the beginning of the last decade. Most of them don’t carry a very positive mindset about the way their business grow and the direction they go. In fact, most of them do not know what they want and what the company want, except the so-called aim is to get more sales, more profit and more customers!
Well, that’s easy, if you know the secret. But before I share that secret, you need to know one thing.
And that one thing is : “ Is it true that the market out there is quiet and low? Sales are at an all-time low and there is just no way you can penetrate any market segment without looking at the price factor.“
I am a firm believer that there is NO complete recession. There is ONLY recession in your mind. If you believe that the market is low and difficult, you have just decided that it is difficult to sell and market anything you have right now, and may ultimately resort to price cutting measures in order to get a piece of the action .
As far as price cutting is concerned, the more discount you give, you more competition you create for yourself. Wonder why? It is simple. You are doing exactly what the rest of your competitors are doing. Competition is created when most salespeople are going inside the same tunnel, squeezing through very tight spaces to get to the same piece of the smallest cheese but hardly getting there in the fastest speed possible.
What else can you do if you want to be competition-free? In a world without competition, very few businesses focus on creating Innovative Values to their customers. One of the mistakes most salespeople make nowadays is giving more and more freebies and massive discounts to the extent of almost crippling their business. What is the meaning of that?
What you can do, as I am about to reveal , is to do the thing that very few salespeople do for their customers. And there are 3 Critical Change factors that require you to pay close attention to.
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ACTION STEP
Critical Change 1. Speed up your selling and marketing effort. Why? When others are slowing down, you double and triple your rate of response to your customers’ newest needs and requests. That creates values.
Critical Change 2. Ask your customers what is one thing you haven’t done for them that your competitors are also not doing. With that, you create an edge over the rest to fight off competitions. That creates values.
Critical Change 3. Reevaluate your positioning of your product and service in your industry to check and see how your customers and prospects view you as being extra valuable to their business. If you show differentiation in many ways, that creates values.
The price of winning sales lies not in the norm, but most probably in the attitude of you who will strive to do extraordinary things that many don’t like to do. And the last thing to succeed in a low market is to go for low price that may be destined for doom if all your competitors are doing the same thing.
See you soon in my next Power Tip #5. Take very good care of yourself. I am TK from Fourth Quadrant Communications. Remember, attract your customers with values, not price!
Cheers To Your SALES SUCCESS!
TK Chan
Certified NLP Master Practitioner (ABNLP)
Corporate Sales Trainer, Motivational Speaker in NLP, Sales & Leadership
Visit http://www.4qctraining.com/ for more exciting course details NOW!
About TK and 4QC
He is the founder, principal master trainer of Fourth Quadrant Communications (4QC), and an internationally certified NLP expert. TK leads his training consultancy with great passion and has been engaged as a motivational speaker for many local companies and multinational organizations worldwide via his workshops and seminars for the last 18 years, mainly focusing in the key areas of Neuro-Linguistic Programming(NLP) & Hypnosis, sales motivation & managing change, psychological sales & negotiation, advanced neuromarketing, high-impact presentation and cutting-edge self-leadership. You can consult him at 6013 -3954754 or email him at tk@4qctraining.com and info@4qctraining.com .
