Recession = Change in Attitude = Change in Selling
As I attended Easter services yesterday I couldn’t help but notice the standing room only seating arrangements- not a usual scene. Sitting there I began thinking about the several changes in the tone and context of my selling conversations and what we’ve done to keep things growing.
1. Make Meaning – What is a selling relationship really all about? It’s not all about cutting costs, increasing revenues or adding some non descript value to the account. It’s about improving the lives of your clients in any way you can. It’s about showing leadership and building community. What are you fighting for in the lives of your clients?
2. Make it clear– In almost every conversation we’ve had in the last month- every prospect has asked us – How are You going to get paid? Six months ago – no one asked. No matter what kind of freebies we’ve given, no matter what kind of demonstrable value we’ve added to the account, prospects who want to give us business want to know what’s in it for us. If you haven’t already – make it clear and open. In an environment like this- people want to know if you are unduly enriching yourself at the expense of others.
3. Make it real. Perfectly scripted conversations aren’t real, there’s too many variables going on right now. If you sound too smooth – people are increasingly resistant. I want to know if there’s a real person on the other end of the line that I can build a short term or long term relationship with. We’ve seen things evolve to a talking path model- identify starting and end points, list out possible encounter spots and clarify how you will engage at each point.
This is a great example of these three things in action.
Work hard and sell soft.