When the markets are up and businesses are free with budgets, selling virtually any product is very easy. When revenues and profits are up, it is easy for budgets to be free.
The challenge that every business has during a down market is to prove their worth in a way that allows clients to see the value in what they have to offer. Selling in a down market can be a real challenge when the most common objection heard by a sales rep is, “I am sorry, but we just can’t spend any money right now because of the economy.”
In reality, most businesses don’t buy because they view your product as a cost and not as an investment. In a down economy, you have to help your clients understand that they will get more out of what you sell than they will give up in money. Helping your clients see past the box and understanding the solution can be a challenge, but there are some key things that you can do to help build consumer confidence in you and what you have to offer. When you build your credibility and consumer confidence, you will find that your sales will increase whether the market is up or down.
Building credibility doesn’t have to be hard. You can do little things everyday that can gain you notoriety. Help people understand your value and they will naturally want to buy your product. As long as you continue to do business the way you have always done, you will stagnate and decrease in any market condition.