Selling In The New Economy

We’re in a new economy and you’re either floundering or living high on the hog.

What I am about to tell you many sales professionals find disconcerting and some find it completely insulting. The smart sales professionals are using this technique already and are reaping the rewards.

Unlike sales of yesteryear you know there is more competition in your market than ever before. Lets face it, selling is easy when there are only a few options for the end consumer. With outsourcing to countries all over the world, with new technologies, and especially with the internet there are probably 100’s if not 1000’s of options for your prospects.

So what are you going to do about it? Why is it so easy for some sales professionals to sell while others are struggling in this new economy? How are you to compete with cheaper products and services within so ready a reach?

The answer is right in front of you. I am sure you’ve heard other experts tout the unique selling position, I’ll cover that in another post. What I want to talk about now is how to get and hold a prospects attention.

Telling someone something unique about your offering is important. What I want you to realize, however, is people buy on emotion. They buy on a story they want to hear. A story that resonates with them.

Instead of focusing on your product or service you need to focus on selling your own inherent entertainment value.

Yes, believe it or not, people love to be entertained. Look at the popularity of YouTube, the amount of TV and movies people watch. Your prospects, unless your in a very unique niche, are spending hundreds if not thousands of dollars a month on entertainment.

Start thinking about how you can be entertaining to your prospects. How can you give them an experience that they can’t get anywhere else. Buying on the internet does not give someone an experience. Going to a cheap no frills competitor does not give the person an experience.

High end groceries and high end retail are doing fantastically in the new economy. They give there customers an experience and charge higher rates for it. A high end restaurant has great food but you are paying for the ambiance.

Look at the evidence. If people are regularly paying at least hundreds of dollars a month for entertainment then its safe to bet, people value entertainment.

What are you giving your clients to entertain them?

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