Closing Sales - Tougher In A Recession?

By Author: Jon Knight
Total Articles: 13
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Closing Sales - Tougher in a Recession?

For some salespeople, the recession has given them a licence to print excuses. Time and again, we hear from sellers that their closing rate/ conversions are poor beacause "No-one's buying". "Don't you know there's a recession". "How can you expect sales in these depressed times?" etc

The poor performers seem to take delight in qualifying how badly they're doing their job. We call it "drowning in a sea of excuses". It's always been their nature, but now the whinging is made much easier for them.

These guys spend their days hunting for excuses. It's either that the leads are weak, the area is no good, their product is second rate or something else. This recession has given them a whole new ball of string to play with.

Closing sales? More like closing excuses!

What these guys don't realise is the whilst they get weaker and their sales closing becomes a joke - the top boys (and girls!) get stronger. Top sellers relish the fact that the journeyman sellers are whinging more than normal and this opens up the door for them to close more sales ...
... and earn more commissions.

The weak get weaker and the strong get stronger.

Whilst it's always been like this in the sales arena, the recession seems to have provided a cast iron excuse why results are poor for the weak sellers.

The markets are tough and are likely to be for the next few years. It's time for the journeymen to become strong and get out of that sea of excuses. Buyers are still buying - they may be buying a bit less or be negotiating for a better deal - but they're still buying. The world has slowed down, but it hasn't stopped.

If nothing else, this recession tells us all to look in the mirror. How can we improve? Product knowledge; call backs; presentation; telephone skills; time management....

Closing Sales - Tougher in a Recession? You decide....
Author Bio - Jon Knight’s selling mantra is simply “Either they’ll buy your product - or You’ll buy their excuses”  If you want to stop “Buying Excuses” go to http://www.close-that-sale.com or http://www.directsellingmasterclass.com