For a sales professional there is no such thing as a bad time to sell. If a particular industry's sales are up, spending money to save money might be the right angel for that industry. What about when sales are slow, or even down? What's the right angle then?
Well this may be the right time to attack the fear angle. Is the merchant missing opportunities? Is the guy next door taking debit? Can a check service help your prospect build sales by accepting multiple checks or approving declines from another service provider? Don't forget to remind the prospect that their competitor is going to be accepting these payment alternatives.
Whatever your focus, new or established businesses, your sales lead must match the merchant's current sales situation. The secret is to know what's happening in your/the merchant's industry and to lead with the right approach for the moment.
For example, if you've been focusing your sales on auto and home furnishings, don't get discouraged if your February sales took a dip. According to a report by the Commerce Department, retail sales rose in February but the automobile sector was not as active.
February sales were up 0.6 percent but purchases of automobiles increased only 0.1 percent in February after falling 0.2 percent in January. Home furnishings also were down .4 percent.
On a brighter note, department store sales jumped 1.3 percent, apparel and accessories were up 1.3 percent, and building material purchases were up 2 percent. Maybe those are some markets you could branch into?
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