How to Sell When Nobody’s Buying — Part #2

How to Sell Effectively During a Recession; Believe It or Not, People Do Buy During Economic Slumps

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When people say no, they are often covering another objection that they are not going to share. But when you offer them a different option at a different price or with different terms, they will often say yes.

Connect with Buyers

Where should your sales focus be during a recession? You will find the answer by asking yourself this question: “Who is still spending money on what I sell, and how do I connect with them?” Use social media to reach prospects. Follow this plan, courtesy of Dr. Rachna Jain, an expert in social marketing:

• Decide what social media resources will help you and how you will measure results.
• Develop an ideal client “DPT profile.” This concerns demographics (age, income, and so on), psychographics (motivational traits) and technographics (the degree to which your prospects will “be involved in the social media space”). When you understand your DPT profile, you will know where to look for clients in “the social media sphere.”