Selling into a trend, ahead of a trend, or making it known you know the trend has peaked. That's how we consultants develop new business and cross-sell to current clients.
Well, the trend right now, Suzanne McGee documents in PORTFOLIO, is risk-aversion. Uncertainty is making those who can buy a services cautious on every level. Here are the recommendations on how adjust to this marketplace and still close sales:
- Brash is annoying, so is bullying. Low-key, listening, and attempting to be useful make the prospect feel safe.
- Approach the sales process in steps. At various points in that continuum, ask prospects if they want to continue. This not only makes prospects feel safe. It saves us the time and energy of chasing something which probably won't close.
- Don't over-accommodate. Research shows that salespeople who know their worth and demand respect sell more. Over-eagerness scares prospects.
My book OVER-50: HOW WE KEEP WORKING provides insight into reading and behaving in the new marketplace. Sure it's custom-made for Baby Boomers but all generations can leverage it to earn a good buck. It's available online. Here, to download free, are the Preface, Introduction, and Table of Content Download Over50prefaceintrotoc.
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