Recession Proof Your Sales

With all the economist predicting doom and gloom many individuals have asked me what I feel they can do to recession proof their sales. I believe that success is a mental game and the future is much greater than anything we may have experienced in the past. The economy may be a little down but it’s definitely not out and billions of dollars are exchanging hands each and every day.

However, whether it’s real or imagined, recession is something we have to deal with mentally and physically. So, here is my take. To recession proof your sales you’ve got to use both defensive and offensive strategies.

Defensive strategies include:

A) Analyzing the situation. Break the problem down to manageable pieces. Many times we think something is a much bigger problem than it actually is. Too many salespeople worry about imaginary problems instead of dealing with reality. Ask yourself "Is this a real problem or am I imagining a situation that doesn’t really exist?"

B) Isolating the problem. If the problem is real then break it down until you find the underlying cause. For example: Is your closing ratio down? Are your order sizes diminishing? Are you simply seeing fewer and fewer prospects? You can also ask your customers how they see the situation and more importantly ask for their input on how to rectify it.

C) Guarding your mind. Be careful of who and what you listen to. If you’re listening to negative salespeople you will get bad advice. If you’re listening to the evening news, I know you’re getting bad advice.

Spend 5 percent of your time on the problem and then go on the offensive.

Offensive strategies include:

A) Goals. Take some time to re-assess your goals and set some new targets.

B) Attitude. When you start to think negative thoughts, tell yourself the word ‘cancel’ and replace those thoughts with something positive and uplifting. Listen to some inspiring audio programs and read inspiring books.

C) Make a plan. Take time to write down some action steps you can take immediately that will move you closer to your goals.

D) Take action. Action always equals results. Even if you don’t feel like you accomplished anything at least you found out what didn’t work and you are closer to success.

E) Play the numbers. The quickest way to increase your income by 25 percent is to sell to 25 percent more qualified prospects. If your normal closing ratio and order size remain the same and you close the sale on 25 percent more qualified prospects, your sales will increase by a similar ratio.

F) Back to the basics. When all else fails turn to the basics of your business. The fundamentals that brought you to the game will keep you in the game. You can always rely on these core fundamentals to help you achieve your sales goals.

G) Get a sky box view. Look at the big picture. From the sky box, you can see the entire field. Ask yourself, what will this picture look like a year from now? As you ponder this question, you’ll get a bigger picture of the entire Game. Always remember that slow downs are a natural part of the business cycle and the individuals and companies that position themselves today will take advantage of the upturns when they do come—and they will.

H) Accept the challenges. Remember, if there weren’t challenges in your business everybody would be doing it and you wouldn’t have a job. Challenges separate the winners from the losers. It’s during the downturns when leaders and champions emerge.

So, get out there and start feeding your mind with good positive stuff, wake-up early and energized expecting excitement and victory. Call all of your customers or better yet, go see them face-to-face, "feet on the street." You’ll be amazed at how the small actions you take will result in big returns. These strategies will not only help your attitude but they will help you Make Money.