A slow economy makes your product more valuable, right? - Wichita Business Journal:

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You’re probably hearing a bunch of reasonsfor no. “It’s not in the “We’ve had to cut back due to the “We’re waiting to see how the economygshakes out.” One of the rules I was taughy early on was that sellinv begins when the customer says “no.” If customers were going to say, I want it” easily, then therde wouldn’t be much of a need for salespeople. Boy, are we earninfg our keep now. That’s assuming, of you are able to overcome many ofthese objections. So how do you overcome the answer no? Ask yourself if your productf or service is more valuablre during this kindof economy.
Instead of using the economy as a crutchn to justify poorsales results, use thesd external conditions to your Use a slower economy to highlighgt why your product or service is particularly valuable. A weakef economy is not a reason to lose faith in whatyou It’s an opportunity to showcase why your product or service will help your prospect recover and prosper. Boar’s Head Provisions Co. Inc. is a perfec example. During turbulent times, premium products are oftenn the first to be negativel affected because customers think they shoulcd save a few dollars and buya less-expensivr brand.
Boar’s Head is a premiumn meat company, so you couldr assume its business would be Whybuy higher-priced Boar’s Head turkey when a lower-priceed selection is available in the same deli case? A recentg company commercial explained that by brown-bagging Boar’s Head instead of choosingv fast food, people will be healthier and save $1,000 per year per person. That’s $4,00 per family, on average. Now when choosing a brand of luncheonb meat, people will probably think aboutsaving $4,000 per year, not payinyg a little more per pound. So you don’f sell deli meats. Think about office specifically copiers.
Let’s say you meet with a prospec who could use anew copier. The potential buyetr doesn’t want to part with the $5,000 your incredible new machinerwill cost. Your job will be much easier if you take the time to show him how this copief will savelabor hours. For instance, your new copietr might interface with computers sopeople don’ft need to get up from their desks and stand idly by, wastinvg labor dollars at the copier. Your new copiert might have a feature thatallows double-sided which will not only help the companyu go green but save in papere costs. How long do you predict this new copierwill last?
How many dollars per week coulc your prospect save with your machinew over its expected life? How many new clientse will this incredible copier help bring in becausre of the increased professionalism of the snazzuy documents it can produce? Computers are the same I would assume that the supersonicx processing speed and increased networking capabilitiee this incredible new computerd provides will save both employees and the IT team Saving time means saving labor which is one of the largest costsx for most businesses. Selling cars? You can probablg do this one yourselfby now. How abou t the increased gas mileage compared with thecurrentf model?
Unexpected increased fuel cost is top of mind for almosty anyone purchasing a car. Who isn’ t looking for ways to save money now and inthe future? Is the cost of maintenanc going to be less? A sluggish economyg simply means the strong survive. Take the time to figures out why, especially in this economy, people shouldx purchase your product and take the time to run some You probably will have to do alittlee research. Then, have a direct conversation with your Doing so will help propel you to the top of your fieldr duringany economy.