Money Spent On Marketing Is Wasted - If You Can’t Close The Sale

Oct. 26, 2009 - PRLog -- Speaking to over seventy business owners and salespeople at the ‘Selling in a Slowdown’ evening event at The Palace Hotel in Manchester, International sales expert and author of ‘Selling in a Slowdown’ Andy Preston said the evening was their ‘wake up call’ to the fact that sales techniques during recessionary times were distinctly different to those used in a healthy economy.

“The recession has changed the way people buy and in return the way businesses need to act to close the deal. We can’t continue to sell the way we have for years and just expect it to work as well as it used to because it won’t! If anything, the recession has presented an opportunity for the more motivated, driven salespeople to take business off their competitors”, reveals Preston, MD of sales performance company Outstanding Results.

Preston claims that two major contributors to why people don’t win more business in the current economy is that is they aren’t sat in front of the right decision makers often enough and they don’t ask the right questions when they are there. But the biggest issue by far he says, is the fact is that most people have no idea how much a sales enquiry is potentially worth to them and so don’t treat those potential customers in the way they should be treated to help win the business.

“Many companies spend a large amount of money getting their website, branding, design and marketing materials right, but then forget the most important part - which is training themselves and their team how to deal with sales enquiries effectively so they generate new business,” says Preston


-ENDS-

Editors Notes

Andy Preston is MD and Training Director of sales performance company Outstanding Results.   Andy is an international speaker, author and trainer and specialises in working with companies to improve their sales results.

Preston has over a decade of experience and success in the sales industry, working his way from sales representative to sales director in less than twelve years.

More information on Andy Preston can be found at www.andy-preston.com and for more information on Outstanding Results please visit www.outstanding=results.co.uk

For press enquiries please contact Jenna Gould on 01603 283 503 or email jenna@mediajems.co.uk