COURSE DESCRIPTION: Your competitors’ dream come true is that during this difficult economy you’re selling the same way as before and biding your time until things get better. You’re making their job easy.
Here’s the key insight: In tough times the stakes are higher than ever for your customers and prospects. They can’t coast the way they did when the economy was forgiving. They’re reexamining every product line, every process, ever line item in the budget – fighting and clawing to eek out efficiencies that will allow them to stay profitable.
Talk about an opportunity for a salesperson! Yes, people will be buying less until this recession ends. But so what? What matters is that in this time of tumultuous change, people are buying differently. For opportunistic sellers, that’s a huge plus. If you’re sharp and on your game, if you really “get” the opportunities that a recession provides, you can prosper during a bad economy.
In this hard-hitting 60-minute conference, leading sales author Josh Gordon will show you how. He’ll share the results of his recent national research study on how the recession affects sales organizations, and show participants how a smart “recession strategy” can turn bad times into good times.
Here is just some of what will be covered in this learning session:
- Tactics for fighting demands for “recession discounts”
- How to handle the “Everything’s on hold for now” recession stall (no, it’s not)
- An analysis of decision-making in the “recession bunker” – where your customers and prospects plan (misguided) recession strategies
- Targeted questions to uncover buyer motivations and give you an edge in hard times
- The three keys to successful prospecting in a recession (hint: one of them is to “take the offensive”)
- What to do when an existing account is paralyzed by “recession fear”
- The importance of re-prioritizing your accounts
- Keys to keeping your current customers loyal
- How to identify what kinds of companies will bounce back first
- How to help customers and prospects see how they can gain a strategic advantage when times are tough
- How to reposition your products so they have a recession benefit.
ABOUT THE SPEAKER: Josh Gordon has helped thousands of business owners and salespeople motivate customers to buy and to keep coming back. Josh is the author of four books on the subject of selling and persuasion and is an internationally recognized expert on the subject. He has been interviewed on CNN, CNBC, National Public Radio (on PRI's "Marketplace"), The Fortune Business Report, Wall Street Journal TV, and WCBS Radio. His books have been translated for publication in Germany, China, Korea, and Taiwan. Gordon’s books have been covered in Fortune, Business Week, USA Today (three times), Fast Company, Success (twice), The Mail On Sunday (UK), Inc. Magazine, Sales and Marketing Management, and Selling Power.
MONEY-BACK GUARANTEE: We're so confident you'll get what you want out of this conference that we'll refund your full fee if you’re not satisfied. It's risk-free.
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