The second selling strategy in a volatile market is #Relationship. Your customers are challenged with different problems — hiring strategy, exit strategy, or may need an introduction. Focus on a human-to-human connection to show your customers that you are dedicated to solving their problems. Listen to the full podcast here: https://salesqualia.com/daily-dose-selling-strategies-in-a-volatile-market/

I am frequently asked the question “What should be my selling strategy when we’re in a volatile market?” The #1 strategy as it relates to sales is to not believe everything that you think. Ignore thoughts like “I THINK no one is going to buy” or “I THINK it will be difficult to sell”. What you think might not always be true because data matters most. When you spend time THINKING and ASSUMING, you limit your ability to sell and to reach your market.

“Our target customers knew that we had an authoritative perspective in the market. We could point them back to articles, blog posts, and guest spots on Bloomberg and CNBC. That opened the door and changed the conversation from viewing us as just another data vendor to listening to our perspective on the market and how to use our data to gain an informational advantage. All that was possible only because we had chosen to target a particular sector. And because of our expertise, we were able to leverage that for greater and greater business.”

To build an Authority Voice strategy you must get front & center with your prospects before they reach out to you. When you delay this process, you will be playing catch-up which will make it difficult to change them from their old way of doing things to the new way. Don’t wait for too long to get in front of your prospects. When you do this the right way, you’ll get more CLARITY, CONTROL & CONFIDENCE in your sales process.

“I started working with Altos in 2007. By 2007–2009, during the housing crash, we had emerged as a voice of authority in the industry, because we were intimately familiar with the week-to-week changes in the real estate market with the data we collected. Mike Simonsen, the founder, and I continued…

Before showing a demo to your prospects, you first need to educate them. Teach them about new ways to solve their problem such as workflows, automation, using AI, and other data-driven approaches. Most importantly, ensuring that your prospects are on board with moving from the old way to the new way will allow them to see the value of your product. Listen to the full podcast here: https://salesqualia.com/daily-dose-show-your-authority-voice-sales-accelerator-2-2/

Many companies in various industries probably suffer from the problem you solve, and the more you search for the problem, the more you realize that it’s everywhere. That leaves you wondering, “How are we going to sell to all these customers?” The more you look at the total addressable market for your product, the more overwhelmed you become, wondering where you’re supposed to start. What you really want is to be able to focus your efforts, quickly add new customers, and generate momentum in your sales work.

In this model, we look at the old way versus the new way of doing things. Most prospects are still using old technologies, systems, and processes. It’s YOUR job to EDUCATE your prospects about their problem. By doing this, you’re SEPARATING yourself from the rest of the marketing and INDOCTRINATING your prospects as to why they should work with you. Listen to the full podcast here: https://salesqualia.com/daily-dose-show-your-authority-voice-sales-accelerator-2-2/

You know your prospect’s problem. You’re probably an expert in the problem. That’s why you started your company — to solve the problem. In many ways, you feel like the best-kept secret in the industry. “If they only knew what we did and how we did it.” Here you are…