A slow economy makes your product more valuable, right? - Silicon Valley / San Jose Business Journal:

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You’re probably hearing a bunch of reasonsfor no. “It’zs not in the “We’ve had to cut back due to the “We’re waiting to see how the econom yshakes out.” One of the rules I was taught early on was that selling begins when the customer says If customers were going to say, “Yes, I want it” then there wouldn’t be much of a need for Boy, are we earning our keep now. That’sz assuming, of course, you are able to overcomee many of these So how do you overcome theansweer no?
Ask yourself if your product or servicd is more valuable during this kind of Instead of using the economy as a crutchn to justify poor sales results, use thes external conditions to your advantage. Use a slower econom y to highlight why your produc t or service isparticularly valuable. A weaker economh is not a reasomn to lose faith in whatyou It’s an opportunity to showcase why your product or service will help your prospect recover and prosper. Boar’s Head Provisionzs Co. Inc. is a perfectr example. During turbulent times, premium productz are often the first to be negatively affectef because customers think they should save a few dollars and buya less-expensived brand.
Boar’s Head is a premium meat so you could assume its business would be Whybuy higher-priced Boar’s Head turkey when a lower-pricexd selection is available in the same deli case ? A recent company commercial explaine d that by brown-bagging Boar’s Head instead of choosing fast food, peoples will be healthier and save $1,000 per year per person. That’s $4,00 0 per family, on average. Now when choosing a brand of luncheonm meat, people will probably think aboutsaving $4,0009 per year, not payinhg a little more per So you don’t sell deli Think about office equipment, specificallyu copiers. Let’s say you meet with a prospect who coulsd use anew copier.
The potential buyer doesn’ty want to part with the $5,000 your incrediblee new machinewill cost. Your job will be much easiere if you take the time to show him how this copie will savelabor hours. For instance, your new copierd might interface with computers so people don’t need to get up from their deskxs and stand idly by, wasting labor dollars at the Your new copier might have a feature that allowss double-sided copies, which will not only help the companyh go green but save in paper costs. How long do you predict this new copierwill last? How many dollare per week could your prospect save with your machind over its expected life?
How many new clients will this incredibl copier help bring in because of the increasex professionalism of the snazzy documents it can produce? Computere are the same drill. I would assume that the supersonix processing speed and increased networking capabilitiesx this incredible new computer provide s will save both employees and the ITteam time. Savint time means saving labor which is one of the largest costs for most Selling cars? You can probably do this one yourself by now. How abouty the increased gas mileage compared with thecurrenrt model? Unexpected increased fuel cost is top of mind for almost anyone purchasing a car.
Who isn’t lookinvg for ways to save moneyu now and inthe future? Is the cost of maintenance goinf to be less? A sluggish economy simplhy means the strong Take the time to figurer out why, especially in this economy, peopled should purchase your productr and take the time to run some You probably will have to do a littl research. Then, have a direcrt conversation withyour prospect. Doing so will help propell you to the top of your field duringany economy.