Seek strong selling skills
During boom times sales skills training for sales people can be less critical as demand can exceed supply for
goods and services. During downturns, organisations whose people have advanced sales skills are those that can
prosper long term as they increase market share and outstrip their competitors who are looking for a piece of a
Investment in sales training empowers the sales team and increases an organisation s competitive advantage. It
also demonstrates to the team that the organisation believes in them, and it believes that despite any challenging
climate or shrinking pie the organisation will survive and thrive long term.
This is a timely message to send to
your sales team for this belief will positively fuel motivation and activity helping with an uplift in sales.
Skilled sales people are the key to the ongoing success of an
organisation but it is fiscally prudent to look at the training costs to
develop these skills.
Suspending investment in sales training, however,
can ultimately cost a business so much more than the dollars saved by
not providing training. (We believe this to be true, even though we
provide sales training)! If you are a leader in sales the points below will
help your sales team stay on track in a softening market.
Selling Strategies in a Slowing Market:
1. Stay positive your attitude is your greatest weapon
2. Invest in sales training the more skilled the more sales you will
make and you can capture a greater market share.
3. Increase your contact activity for better conversions.
4. Get out more be seen by your clients and build new
relationships, face-to-face where possible.
5. Don t be afraid - ask for referrals.
If you call us or another training company to talk about your companys
sales skills, either way its important you make the call.
P.S. our number
If you have read this section over the
past 10 plus years you may remember
it being called Personally Speaking .
It has been an opportunity for us to
thank people, our clients and to keep
you up to date on what is happening at
Well from this point on I am calling it
Positively Speaking . It is going to
become my small way of counteracting
a media and cultural obsession with
leading on negative news stories about
Each issue will provide you with
positive facts which you can share.
Here are the top two:
The Australian Share market
has trended for the pats 4
Retail sales have been up in
Australia all calendar year.
Kind regards Sam
When you have positive stories please
feel free to send them to me.