Sales training in a recession isn’t for the faint of heart. Organizations are not looking to improve or polish their sales process or methodology, they’re looking for ways to survive and thrive in a turbulent and highly competitive marketplace. Unfortunately, training salespeople during a booming economy is a lot like training soldiers during peacetime – they’re never really tested. Orders come in, clients are flush with cash flow and sales cycles are shorter.
The recession provides a moment of truth, and that time is here. A lot of people who thought they were in sales, over the last 24 to 36 months, were actually in customer service and they just happened to take an order at the end of the customer service conversation.
Shane Gibson Sales Trainer Video on Selling in Tough and Turbulent Times:
@shanegibsonlive The moment of truth, have we been order taking and serving customers or have we been leading and selling? #sales #recession #b2bsales #salestraining #salestrainingtips ♬ original sound – Shane Gibson
Sales isn’t just about being reactive to clients and just solving problems. It’s actually about leading, and I think too many of us got used to taking the order during the good times.
Today we have to get focused on leading, driving and finding results. All the while partnering with our clients to develop solutions, that really make a difference in their business and their life.
That’s the difference between customer service and sales. In my opinion one responds and problem-solves and one leads and creates outcomes. You have to be a creative outcome builder if you’re going to succeed in a tough and competitive sales environment.
