Most salespeople, whether it's good times or tough times, know only one way to sell their products. The problem is that, in these difficult times, the sale must create much more value for the customer to perceive it as helping. Now your sales staff will need more time to understand the situation and to show how your product is able to create additional value for the customer.
You have no choice but to increase the efficiency of your team, which is the ability to make sales at the lowest possible cost. To do this, generally, you have to motivate salespeople to work better, to act differently.
We must also ask them to make an effort to improve the price negotiations. However and unfortunately it is not always possible to recover lost positions due to the price pruning effect made by sellers in good times. The Inefficiency in negotiations last may be an important reason why they can not now improve expectations.
If there is someone who certainly plays a leading role, it is you, who can, better than anyone else, convince the customer that your product or service needs a better price. So get on the scene sooner rather than later. This will have been your best time ever spent.
On the other hand, you have to get marketing people to create a way to better communicate how products can meet customer needs, creating that additional value they are looking for.
You have to increase the value perceived by the customer, through the most exquisite service. Again, the key is to get the sales force to behave differently.
The sales manager or yourself if you do not have it, should put greater emphasis on planning actions. Better planning can increase efficiency.
