|
The knowledge center is intended for iCommunity subscribers to access a large document library of useful content pertaining to different industry sectors. Business categories range from human resources, management, and marketing, to money, planning, sales, technology, and business trends. Currently there are hundreds of articles in the knowledge center, and our staff is working diligently to add more articles each week.
|
Take advantage of the knowledge center to help grow your business, generate new ideas, create sales strategies or just read up on topics of interest. Because the content within the knowledge center was generated by professionals in their respective industry, we only make this area available to subscribers of the iCommunity.
|
| Below is a sample of the types of great content you will find in the ThinkBusiness Knowledge Center. |
|
| |
| In 2010, more than ever, business is a lean, mean, results-driven machine. Companies, like individuals, are buying necessities only — and waiting until they need really them. For salespeople, this can translate into: |
- Greater difficulty connecting with decision makers;
- Delayed project implementation due to time and resource constraints;
- A need to offer simpler solutions;
- The need to enhance your creativity in the discovery process.
|
|
One of the biggest challenges is signing authority. Whereas in flush times your contact may have been able to green light purchases up to $20,000 with a flourish of her pen, now similar approvals may require a buying committee, which means a significant time delay.
Moreover, your prospect may not include you in the committee meeting — which can mean your product or service will be vetoed, and you’re back to square one.
Perhaps most frustrating is knowing you have exactly the solution an organization needs, yet your contact won’t move ahead because he knows in advance that the expense will not be approved, a frustrating yet real aspect of doing business in lean times.
Despite these seemingly dire scenarios, you can still prosper in a recession. The keys?
|
| |
- Focus on your value proposition, which is always the foundation stone of successful selling — though never more so than when the purse strings are extremely tight.
- Ask focused, high-value questions to unearth precisely where each customer or prospect hurts, and what they need to resolve it.
- Adapt your presentation to illustrate how your product or service will make the pain vanish.
- Be proactive. The most successful salespeople adopt a can-do, “no excuses” attitude in any economic environment. By being assertive and taking responsibility for generating both new and repeat business, they do whatever it takes to reach their key audience, overcome obstacles, and close the sale.
|
|
