247) What to ASK When Sales Charges is Cut by Half?
In the tough economic times, there will be times when the industry or company decided to cut the Sales Charges by half. By cutting the Sales Charges by half, the commission paid to the Sales person will also be cut by half. That means the Sales person's income will also be cut by half.
What do you do?
If you think that is not fair and in response, you decided not to continue to do the sales.
You may feel that it is no longer viable to continue doing the work. You want to give up and do something else.
That is one way of looking at it.
Another way is to look and analyse the situation using the 5 Problem Solving Questions (PSQ)
1) What's the Problem?
2) Why not able to solve the problem?
3) How can you solve it?
4) What else can be done?
5) Which one to do first?
For more info on the 5 PSQ
http://highlevelrules.blogspot.com/2017/07/4-high-level-coaching-questions.html
Besides that, what other ways can you look at the situation?
Let's see from this perspective.
In tough times, all people are affected. Some are affected more badly than others.
Questions to ask yourself.
1) How long will this tough time lasts?
Is the bad situation lasts only for a short while? If it is only temporary, you can just hang on and persevere through. After the tough times is over, you will emerge stronger than before. If the next tough times come again, you will be better prepared and more confident to handle the situation. Do ask your friends who had been through similar situation before. Ask them to share with you how they manage the situation.
When the Going gets Tough,
the Tough gets Going.
2) Is the tough times only affecting you?
If it is only affecting you, you can ask others for help. What if it affects everybody? If it is affecting everybody, then you should not complain. Everybody is also complaining. Complaining will not help you overcome the situation. It is better to focus on what you can do. Do contact your friends and discuss on how you can handle the situation together.
A team will be better to handle the situation than alone.
Be careful to contact friends who wants to help one another and not those who wants to complain together. Look for positive people. Avoid those negative people.
Look around at the others who are in the same industry. Are there others who could still continue? Are their sales increase higher? If they can get more sales, then you can learn from them on how they do it.
3) Is it affecting other industries or markets?
If it is a crisis, all industries are also affected. You will see that other industries are also losing their business, lower profits, cutting staff salary, lower sales commission, giving discounts to customers. Some companies even closed down. In this case, you should be thankful if you still have work or business to do.
Half is better than Nothing.
4) Who was complaining about the high service charge before?
If you had potential clients who were complaining of high sales charges before, now is a good time to contact them. The sales charges had been cut by half, then it is cheaper now.
The Sales Charge is at a discount.
The client is going to get the same product at lower charges, while still getting the same services. No more excuses of high sales charges.
5) Do you have the maintenance or career benefit from the past sales?
If your past sales still give you maintenance of career benefit, then it is still worth to continue doing new sales. Your new sales will also accumulate and give you more career benefits. Initial sales charge being cut by half only affect the initial sales. However, look at the long term benefits you can get. A little less now will be nothing in the overall benefit of many years.6) Are you able to build better relationship with your clients?
During this tough times, you still must continue to service your existing clients. Do continue to provide same or even better services. They will remember you for being a good sales person who keeps servicing them during good and tough times.
Ask not what your clients can do for
you,
but what you can do for your clients.
Help your clients in whatever way you can. Better still if you can give them opportunities like new business contacts, potential clients or cheaper products. Be more than a sales person that only get sales from your clients.
Be a friend to your clients.
7) Who is going to take care of your clients?
If you decide to stop doing your sales and not to service your clients, someone else will take care of them. If your clients are not able to contact you, they will definitely contact someone else.
If you don’t take care of your clients,
someone else will.
In the same scenario, you may even get contacted by clients who had lost support from their previous sales person. You will be able to take care of someone else's clients.
8) Can you expand your services?
Do you have many products, but had been only focusing on a few products. Then this is a good time for you to explore into other products. If you had been selling on one sales type, you can start to do other sales types. What is stopping you from doing all of your products? Find out the obstacles and overcome them.9) Can you enhance your services?
Can you find ways and learn to improve your services. If you had been doing a standard service level, can you improve your standard? Can you give much higher level services? Make your client be impressed with your new service level and start talking about you to others.Can you help and provide more detail planning for your client to solve their problem?
Is there any proposals to help your client do their business better?
Do you have other contacts that can be helpful to your clients?
10) Can you get referrals?
Have you asked your clients, friends, neighbors, relatives for business referrals? You can expand your prospect list if you just ask for referrals. Tell your friends on the type of clients you are looking for. It will be easier for them to recommend someone they know that fits your client's profile. In return, remember to ask them what type of clients they need? You help one another to expand everyone's businesses.11) Can you expand into other client types?
Is your products specific to a client type? Look at other client types. If you have been selling to retail or individuals, now is a good time to expand to corporate sales. Ask for referrals from existing clients to promote your products to their companies management.12) Which other industries can you expand to?
Have you been focusing into 1 industry only? Now is the time to expand to other industries. In times of crisis, different industries are affected differently. Some industries will be badly affected, while other industries will have better businesses.Take a look around and approach those who are thriving in the crisis. Approach them and propose your products.
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