Issue 280 - 10 Top Ways to Sell More in a Down
Economy By Ron Karr

The economy is bad. People are not buying.
Business stinks and you can t make a living
these days. Do you believe that? If so, you
need an attitude adjustment right now.

Remember this: As you sit there thinking about
how bad things are, someone is buying
something from your competitor. So stop
thinking about how bad things are and make
sure they are buying from you.

Here are my top ten tips for selling more in a
down economy:

1. Stop thinking about how bad things are and
call someone. Nothing happens without getting
into conversation.

2. Remember that in every problem there is
great opportunity. A down economy is full of
opportunities.

3. Vendor loyalty is not as strong in a down
economy. People need solutions. Give them a
reason to switch.

4. Find out the challenges facing the person on
the other side of the desk or phone.

5. Sell the outcome and not the feature.

6. Qualify your prospects better. Don t waste
time with people who have no need or for whom
the timing is not right. A down economy only
means there aren't as many deals out there. But
people are buying. You may have to work harder
than before.

7. Strengthen your value proposition. In down
markets, value propositions have to be stronger
to get people to act.

8. Qualify your markets better. If you have the
ability, sell to markets who are not affected by
the downturn. If your market is effected, find and
deal only with the people who appreciate what
you have to offer.

9. Harden your soul. In down markets, the
phone doesn't ring as much. You have to be the
rainmaker and uncover the opportunities.
Rejection is often realized. Don t let it stop you.
Remember, you don t get penalized for the no's
you receive in life. You only get rewarded for the
yes's.

10. Leverage all existing relationships and
customers for referrals. Now is not the time to
be shy.

Sign up for Ron's no charge ezine on
negotiating at www.ronkarr.com.
Contact Karr Associates, Inc.
by phone, fax, or e-mail:
Phone: 201-666-7599 or 800-423-KARR
Fax: 201-666-7539
E-mail: ron@ronkarr.com

Accelerated Sales Results, Inc.
Helping You Develop More Business Through Live Cold Calling Sales Training Workshops(tm)
638 Lindero Canyon Road, Suite 283, Oak Park, CA 91377
1-818-991-6487 PST Office | 1-818-519-3852 Mobile | 1-818-991-5938 Fax
rslavine@asr-incorp.com | www.ast-incorp.com

Member of the American Society for Training and Development
(c) 2008 by Accelerated Sales Results, Inc. - Live Cold Call Sales Training Workshops. All rights reserved. www.ast-incorp.com

Live Cold Call Sales Training Workshops

If you are a corporate inside or field sales rep
who sells to the Fortune 1000 or your make
complex sales involving multiple buyers and
influencers, this workshop is a must
for you to attend.

In the book The New Strategic Selling by
Stephen E. Heiman, Diane Sanchez (with Tad
Tuleja) on page 45 it states "The objective of a
good sales strategy is to get yourself in the right
place with the right people at the right time so
you can make the right tactical presentation."

Barbara Geraghty in her book Visionary Selling
writes, "Some of your prospects may have a
confusing organizational structure. Ask someone
in an administrative function to diagram it for you
and to draw arrows between executives and
mangers who have close working relationships."

This is much easier said, than done. I can teach
you how to do the above and much, much more
quickly and easily. Call me at 818-991-6487 and
let's discuss how we can help you to sell more in
less time.

Accelerated Sales Training trains inside and field
sales reps on how to set appointments faster
than ever before while removing the fear and
rejection from cold calling. AST delivers live cold
calling sales training workshops to organizations
such as CA, Cognos, EDS, Hyperion, IBI/iWAY
MicroStrategy and Software AG. My company
has helped them to:

Set up over 1500 face-to-face visits in
one quarter while adding 27 forecasted
opportunities at 50% or higher.

Increase sales by 19.3% and increase
profit before taxes by 24% for the past
fiscal year.

Close a $208,000 deal that paid for the
entire prospecting program.

Triple call center lead generation
performance while the Inside Sales
group doubled its results in setting
qualified appointments.

Visit http://www.ast-incorp.com/contact.htm
for more details or call 818-991-6487.

Forward these Sales Tips to an Associate

Please forward these Sales Tips and Telesales
Tips for Selling Success to an associate who
could benefit from them, or have them send
<mailto:subscribe@ast-incorp.com>. They will
appreciate the gesture and thank you for it. They
can also sign up now online at: http://ast-incorp.com/

Wow! Great stuff! Thanks again. Those live cold
calls were jaw dropping
Brian B., Marketing Development Manager

I liked everything. It got me to see what I do in a
totally different way.
Margaret A., Market Development Manager

I really liked hearing the 'live' calls. It was real
life and shows how it takes patience and
persistence.
Ann D., Marketing Development Manager

Greatly benefited. Walked away with various key
takeaways. Really enjoyed it. Very practical and
informative.
Fernando P., Marketing Development Manager

Honestly I was skeptical but I was really
impressed.
Beth C., Market Development Manager

Very best workshop I have seen!
Bill R., VP East

Much more impactful than traditional methods.
Jeff B., Marketing Development Manager