I met with a few friends that run small businesses and they all had the same question. How can I sell when no one is buying? My answer sure got their attention.
If no one is buying, I wanted to know what they were doing about it. How has the fact that no one is buying changed their business? You’ll soon see that with the right questions… you’ll get to the truth and the truth will get you to the right answer.
Here are a few of the answers I got when I asked what they were doing about the fact no one was buying…
- “I reduced my prices but maintained my margins by cutting back on the “extras” I once offered.”
- “I cut back on the number of sales reps I employ.”
- “I reduced my budget expenses for sales rep training, customer entertainment and rep travel.”
- “I replaced my expensive senior reps with less expensive entry level reps.”
I thanked them for telling me what they were doing since they noticed no one was buying.
I explained that although they were small business owners, they were operating like the big boys. They were finding ways to save money, maintain margins and keep healthy cash reserves in the bank. Small business owners love being compared to large corporations.
Now we need to backup a little. My small business friends asked me what they should do when no one is buying. I responded by asking them what they were doing about the fact no one was buying. As I mentioned, the right question leads to the right answer.
So, what did they really tell me they were doing when no one is buying…
One small business got rid of the “Extras” and started to charge less. How can you sell more when no one is buying by offering a less attractive product?
One cut back on hiring sales reps. How can you sell more with less sales reps?
One other small business owner cut back on sales training. How can you sell more when no one is buying without using powerful sales skills? Is that the way to close more sales?
One said the answer was entry level reps. You need entry level reps but you also need experienced reps if you want to sell more right now!
Sure you could cut back and put money in the bank in hopes of better times. You could also take control and grow your business while your competition is sleeping.
NO ONE IS BUYING BECAUSE NO ONE IS SELLING!!!
What can you do when no one is buying? I have a two
word answer… START SELLING!
A business that isn’t growing will soon be gone!
Start selling! That’s what to do when no one is buying.