Sales tips for selling in a down economy

For those of you who have read my previous sales blog posts regarding sales in a down economy this one is a little different. My previous sales blogs have been more about the sales process or types of sales strategies. I’d like to share a story of optimism from my own company which helps nurses find travel nurse jobs. Our sales process is very similar to that off most companies in our industry. We cultivate sales leads through cold calling and off out website (just to name a few). In this economy I would rather spend time writing sales articles on my sales blog than cold call. The travel nursing industry has been hit incredibly hard. The demand for nurses has diminished and the travel nurse industry as a whole is a completely different industry than it was four months ago. Nether the less the sales manager in me sometimes has to come out and point me in the right direction.

I try to set up realistic goals for myself, like making 20 dials a day.  Like many selling techniques that focus on phone sales I know that 20 dials will get me 5 conversations. Those 5 sales presentations will likely result in a negotiation. I know that after I make enough sales calls, closing sales will be inevitable.  Anyway…. ADHD is kicking in.. back to my point…

By doing what is called “environmental scanning” and paying attention to changes in industry trends we were able to position ourselves for the downturn in the economy. With contingencies in place, one the downturn arrived we were able to start cold calling in better positioned product lines and have been able to land a decent amount of business. The amount of business we are bringing on is not as much as I would have liked, but Its an accomplishment in this economic climate.

I hope that my sales blog has given you some hope during theses hard times. I think that it’s important for sales representatives to hear that not everybody is hurting. There are industries out there that are doing well. It just takes a little bit of “tweaking” your sales process and paying attention to sales tips like these.  Keep a positive attitude and just keep pushing forward. Good luck!

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