What To Focus Your Salespeople On During These Turbulent Times

Posted on October 24, 2008 by Dave Stein

Start by asking your salespeople, one at a time, this question:

Specifically, what can we do as a company, and you do as a unique resource, to get each of your current customers through this difficult economic period?

If they’re focused on anything else, maybe they’re focused on the wrong thing.

Am I right about this?

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4 Responses

Mike Garrison, on October 27, 2008 at 6:28 am said:

Dave,

I always enjoy your thoughts and consider you to be one of the most credible and valuable thought leaders in the industry I love!

Today’s post was pure genius. What is even more exciting for those reading is that this philosophy of helping your customers do better is a great strategy when times are doing good too! After all, if you help them grow…quite often your customer needs to buy more :).

Mike

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Jim Klein, on October 27, 2008 at 9:45 am said:

My suggestion would be to stop focusing on how bad everyone says it is and just get out their and sell.

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Andy Smith, on October 28, 2008 at 10:46 am said:

Brilliant question Dave and I would think a great topic for the next all-hands weekly/monthly sales conference call.

The next question might be “how can we help our customers build a business case to get the funding they need to solve pressing problems?”

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Jason Chastain, on October 31, 2008 at 10:18 am said:

I try to give my clients referrals, and ask them for extra business cards to do it with. When I do get them a referral they see I care about their success sincerely, and want to return the favor. (And even if it doesn’t happen right away, they like that I asked for business cards to make it a memorable referral.)

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