Software Sales Professionals learn 10 Ways to Take Control of Sales Results in Unstable Economy

TORONTO, ON | Sep 10, 2008 | Software Sales Journal features PBR sales article Top 10 Tips to Stay in Control When Your Market Feels Out of Control by Paul Cherry as its lead article in the September 2008 edition.

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About Top 10 Tips to Stay in Control When Your Market Feels Out of Control
When the economy seems unstable, businesspeople can feel shaky. Hysteria sets in, sending sales people, managers and CEOs running for cover, making panic moves that cause more problems than they solve. In this sales article, Paul Cherry shows sales professionals how to avoid making costly mistakes by learning how to implement selling techniques to stay in control when the economy feels out of control. The 10 selling tips include:

1. Help your customers see beyond their basic needs. Be a sales strategist and problem-solver, not just a vendor.
2. Network within your established accounts to establish deeper relationships in additional departments of a company. With high sales team turnovers, you will always have your foot in the door.
3. Be willing to try something new. Relinquish old marketing strategies and explore innovative alternatives.
4. Go after the big fish. Focus on your most profitable accounts and present your product or service as a solution to your customer's needs.
5. Help your customer concentrate on value, not just price.
6. Don’t get too cozy with purchasing agents and buyers. Because their primary objective is price only, you’re better off keeping them at a distance.
7. Learn to walk away from difficult customers who are their own worst enemy and will not let you help their sales teams grow. Concentrate on more profitable customer relationships.
8. Streamline your routine to allow more time to generate revenue. Take 8 weeks to do a complete makeover on how you manage your daily tasks.
9. Don't be a workaholic. Devoting time to your family and friends and knowing when to call it a day will make you a more profitable and successful sales professional in the long run.
10. Recharge your emotional and creative batteries. Get a hobby; develop outside interests.