How to Sell in Tough Times

Written by Noel Peebles

Do I have any specific thoughts about selling when times are tough? Well, if you are to achieve high levels of success in selling, you must be able to get positive results even while circumstances are negative. In just about every area of sellingrepparttar field will over populate in boom times and thin out in tough times.

The Real Estate industry is a classic example of this. Yet some people stay inrepparttar 127416 industry year after year, regardless of 'booms'.

The consistently high performer will get results no matter whatrepparttar 127417 circumstances. I find it's down to attitude. Some people look for circumstances in a victimized kind of way, to justify their poor results. They celebrate their good days, but inrepparttar 127418 down times, they have their 'safety net' of excuses ready. What they are doing, is giving negative thinking a lot of power simply by spending precious energy and time dreaming up and focusing on their 'reasons why it won't or didn't work' etc.

Any time you offer your subconscious a choice between two goals, one negative and one positive, you risk it taking onrepparttar 127419 negative one. Which one do you giverepparttar 127420 most focus to?

The exceptional achiever deliberately ignores talk about recessions, wars,repparttar 127421 miserable state of affairs inrepparttar 127422 world or in their own lives, doom and gloom and any other subjects that he or she feels detract from their ultimate success. These individuals steer clear ofrepparttar 127423 melodramas of life and concentrate their efforts instead, on matters far more worthy of their precious time and energy. Their 'batting average' matters more and it's here where their focus lies.

Psychology - the Magic Selling Ingredient

Written by Pamela Heywood

Basic psychology is about people's needs and their need to fulfil them. Most of us have a distinct priority at any given time, one problem that must be solved before all others, a "one thing at a time" mentality.

You will be unlikely to interest a homeless man in a new car, until he's fulfilled his basic need for shelter first - unless he plans to live inrepparttar vehicle, I suppose.

Understanding this principle and seeing how it applies to selling, will enhance your sales performance zillion-fold. Sell one thing at a time and concentrate on that. Sell other things as "back-end" oncerepparttar 127415 immediate need is fulfilled. Don't confuse, don't stray fromrepparttar 127416 point, do stick onrepparttar 127417 blinkers and keep torepparttar 127418 target andrepparttar 127419 matter in hand.

Don't overlookrepparttar 127420 obvious.

Make sure you putrepparttar 127421 words "Click Here" on a banner. People respond to simple commands. Serve up testimonials next to your products or your newsletter sign-up form. People want to belong to groups: they'll want to belong to your "club" if it is seen to be a good one and endorsed by others.

Use colours that conveyrepparttar 127422 right image and inciterepparttar 127423 right actions. Want to be seen as an authority? Use black and yellow. Conservative and business-like? Dark blue, maybe a bit of grey. Business-like and money-orientated? Blue and green - which so many large corporate sites have adopted.

Positioning of elements on a web page also makes a big difference. Apparently, whatever is atrepparttar 127424 top-right ofrepparttar 127425 screen is what's most likely to get clicked. The average eye is drawn to that position - nothing to do with Windows' exit button being up there, I'm sure! This and 90% ofrepparttar 127426 population being right-handed, to me, makes a strong case for right-hand navigation, with your best offer in pole position.

Words: I could write tomes on what you can do with them! But I won't make an idiot of myself, instead read what great copywriters like David Garfinkel, who isrepparttar 127427 author of Killer Copy Tactics and widely acclaimed as "The World's Greatest Copywriting Coach" says. He uses psychology to great effect:

Cont'd on page 2 ==> © 2005
Terms of Use