Professional Sales & Marketing Certification

Eight Ways to Maintain Sales in a Down Economy

Mainstream media tends to focus on the negative impacts of a down economy.  You may have already experienced a decline in sales and your forecast for 2009 may have been adjusted to compensate.  Experience has taught us that challenging economic times also create unprecedented opportunity for individuals and companies who prepare and stay focused. 

Here are eight ways that professionals can maintain a positive outlook and sales during a down economy:

1. Form strategic alliances with companies that can offer complimentary value-add services or products to your own offerings and bundle these in special value packages

2. Sit down with your clients and do an in-depth review of their needs (needs analysis). Chances are they are hurting too and their needs may have changed since you last met. Offer to collaborate with them on solutions.

3. Join or renew your membership in a professional association where you can network with like-minded peers. The larger your professional network is during tough economic times, the better your chance for survival. Many of your peers can provide you with practical ideas that will help stimulate sales.

4. Form a mastermind group with fellow SMEI members and share your challenges in a roundtable session.  Use “green light” thinking and write down each suggestion and give them all your best effort.

5. Keep focused. Don’t allow negative news headlines and a dismal outlook distract you from having a professional attitude.

6. Being professional in your dress and conversation will help you stand out in the crowd and will act as a magnet to attract other positive people.  Wear a smile along with your best business attire.

7. Meet a client or peer for coffee or breakfast at least once each business day morning.  This will help to keep the ball rolling and get you started on the road with a fresh perspective.

8. If you are not already certified, think about getting your professional certification

designation in 2009.  The process of getting certified will hone your skills and achieving a designation will help you maintain a competitive advantage.

Read more great articles in the SMEI Marketing Times Magazine

Validation of Credentials is a Two-Way Street

On a recent flight from Houston to Vancouver I had the pleasure of being seated next to John C. Stull II, a Biosurgical Specialist with Genzyme. John is a graduate of West Point and a sales professional.

We were discussing the merits of professional salesperson certification.  John, having achieved great success already in his sales career was wondering what additional benefits would accrue to him by obtaining a validation of his credentials through the SMEI Professional Salesperson Certification (SCPS) program.

It became apparent through this discussion that John would gain intangible if not tangible benefits through the program.  As a highly regarded professional, he would also be validating the need for professional certification in sales through his own application and by embracing the program.

I'm looking forward to meeting you again John, and more people like you.  Together we can all make a difference through better selling.